Node: An IQ Boost for Sales

by in Marketing, Sales

pexels-photo-1Remember Mapquest? You probably used the online mapping tool in the days of yore – likely to print off directions for a road trip or other excursion. Unfortunately, its days in the limelight were numbered. It didn’t take long for Google Maps to come along. After its inception in 2005, it quickly revolutionized the online mapping and GPS industry and transformed the ways in which we get from point A to point B.

A New Era of Sales Technologies

The evolution of online mapping technologies is somewhat analogous to the evolution of sales technologies that we are witnessing today. Over the past couple of years, we’ve seen many companies double down and build new sales tools that enable sellers to improve conversion and win rates and accelerate sales processes. In a recent video, Mark Cuban, an entrepreneur and investor on ABC’s reality TV series, Shark Tank, explains, “Sales used to just be pick up the phone, start with a cold call, and hope to develop a relationship.” He explains that, though there have always been CRM products that enable sales tracking, there haven’t been technologies that have made sales people more intelligent. Until now.

One of the players slated to leave an everlasting mark on the evolution of sales technologies is Using artificial intelligence, machine learning, natural language processing, and data crawling technologies, Node has developed the first account-based intelligence platform. The technology empowers customers to develop and leverage a 1:1 selling and marketing approach. It creates a world where your next customers, your next investments, and your next job candidates are recommended to you, at the right time, automatically.

A Different Approach to Search

Compared to its predecessors, Node has taken a fundamentally different approach to search.  One of the major shortcomings of traditional sales tools is the fact that they require the user to know what he/she is searching for. This places an enormous burden on the user. Node CEO Falon Fatemi explains how Node differentiates itself from LinkedIn, Facebook, and Google: “Our system is a search engine, but it doesn’t have a search box.” Whereas the likes of LinkedIn and its search brethren expect the user to know what he/she is looking for, Node unshackles the user. It liberates them from the burden of knowing what to search for and proactively feeds them the content that is likely to be most relevant. Fatemi explained that because LinkedIn is highly curated, it is, by-design, limited in breadth. The limitations are far-reaching in magnitude; whereas LinkedIn has only 8 million company pages, representing only a fraction of all companies.

Surfacing Proactive vs. Reactive Results

When a user types in a starting and ending destination into Google Maps, the software doesn’t just calculate the shortest distance and surface the results. Rather, it accounts for a multitude of variables, including terrain, historic and live traffic, and construction (the platform is informed by over 20 petabytes of data). In a similar light, unlike other sales tools, doesn’t rely solely on basic firmographic and company data to generate search results. Rather, it leverages historic data and the intricate relationships established by the user to prescribe his/her next customers. Node is proactive and prescriptive, leveraging what you know, what you don’t know, and everything in between.

Getting From A to B Faster

It has been estimated that the latest build of the Google Maps app spares users an average of two days worth of travel time annually. In much the same way, the time and cost savings experienced by Node users can be transformational. Node customers recoup the cost of Node in the first 12 weeks of deployment, their account and contacts convert at a rate 2x higher than those uncovered using existing data vendors, and deal sizes are 4.7x higher than company averages.

Mark Cuban, like many others, recognizes the importance and potential of sales technologies; “There has never been a business that succeeded without sales.” By adopting a fundamentally different approach to sales, Node is revolutionizing the sales technology landscape and helping users find their next customer and reach their destination more quickly and intelligently.




About The Author

Rebecca Hinds
Rebecca Hinds - View more articles

Rebecca Hinds graduated from Stanford University in 2014 with a M.S. in Management Science and Engineering. In 2013, Rebecca co-founded Stratio, a semi-conductor company developing infrared sensors. The company was selected by the Kairos Society as one of the 50 most innovative student-run businesses in the world.