CTL Leverages Substrata to Decode Prospect-side Verbal and Nonverbal Signals and Accelerate B2B Revenue Growth
Increase in Win Rates
Reduction in Sales Cycle Length
Increase in Quota Attainment
Sales Director
Analyze conversational cues to discover the tension, power dynamics, and sentiment shifts during interactions
Build perceived authority in B2B deals by analyzing and optimizing communications for trust, credibility, and impact in your emails.
Interpret behavioral patterns to deliver actionable, insights for business interactions.
As a global computing solutions operator, CTL has been delivering innovative technology products and services for over 35 years, with deployments in more than 65 countries. Their offerings cater primarily to education and enterprise sectors. Operating in these sectors involves engaging with diverse stakeholder groups, including IT administrators, educators, procurement officers, and enterprise decision-makers. The sales cycles are often lengthy and involve multiple touchpoints, making it challenging to maintain momentum and drive deals to “closed-won”.
“Substrata helps me solve one of the most underrated problems in B2B tech sales – how to communicate value clearly and effectively. With Substrata’s social signal intelligence I can observe what messages are striking a chord, where engagement drops off, where reps need to be coached…”
With deeper insights into stakeholder sentiments, CTL has improved its communication effectiveness, leading to increased revenue growth.
By identifying and addressing potential communication gaps early, CTL has reduced the time required to move prospects through the sales funnel.
Substrata's analytics have empowered CTL to make informed decisions regarding resource allocation and sales strategies, optimizing overall performance.
“It has also been instrumental in aligning Revenue Operations with sales strategy by surfacing patterns and insights we hadn’t seen before. The result? Fastening deal cycles, increased participation, and a far more detail-oriented, attentive, fact based B2B revenue team.”
CTL’s enterprise sales process has always been rigorous but now, by integrating Substrata’s social signal intelligence into their go-to-market stack, they have unlocked a new layer of insight, one that sits between raw data and human intuition. With this, CTL has enhanced their ability to navigate complex sales environments, all of which has lead to an increase in sales overall.
