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SaaS Backwards Episode 81: Building Pipeline Efficiency with SalesIntel CEO Manoj Ramnani

Welcome to episode eighty-one of the SaaS Backwards podcast, where we interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that's working, and lessons learned from things that didn't work as planned. 

You can listen to the full episode directly below via Spotify, or visit SaaS Backwards on Buzzsprout or wherever you listen to podcasts.


Outbound selling is here to stay—but to make it work, efficiency is key.

Of course, the task at hand isn’t lost on CEO Manoj Ramnani, who’s tools are designed to do just that. is a go-to-market intelligence platform that helps marketing, sales, and revenue operations teams research prospective accounts and find contact information.

Ramnani is most excited about “Predictive AI” where it has the potential to predict future intent based on historical data so that sales teams can target the right prospects and tailor their outreach accordingly. 

For example, if a company has recently purchased Salesforce and is using it for CRM and HubSpot for marketing, and you have six BDRs and AEs, it is highly likely that they would be interested in purchasing a sales cadence software. 

In addition, Ramnani and host Ken Lempit discuss:

  • How the sales process is shifting towards a demand generation approach and what it takes to build efficient pipelines and generating meaningful conversations with potential customers. 
  • The role of AI and machine learning in enhancing account intelligence and making it more actionable. 
  • Outbound sales efforts are still essential, but sales leaders need to embrace the changing sales landscape, leverage AI and account intelligence to drive efficiency, and prioritize personalized and value-driven outbound sales efforts.

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting

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