Case Study: Entrust achieves more qualified opportunities and faster prospecting with Informa TechTarget's Priority Engine

Entrust’s Inside Sales Team Generates More Qualified Opportunities Using Priority Engine Insights

Entrust, a provider of identity and secure transaction technologies, needed a faster, smarter way for its inside sales team to find the right buyers and stop relying on cold calls and guesswork. To solve this prospecting challenge they turned to Informa TechTarget’s Priority Engine to identify active contacts and understand buying intent.

Using Informa TechTarget’s Priority Engine, Entrust sales reps quickly located the right decision-makers, booked qualified meetings with large accounts and expanded conversations within accounts — one meeting led to connecting with 12 additional people and a promising opportunity. The result was reduced time spent prospecting, more time selling, and a steady flow of more qualified meetings driven by Informa TechTarget’s insights.

Entrust

Normand Charette

Enterprise Security Sales Specialist