Case Study: Guerrero Howe achieves data-driven ad revenue growth and smarter lead targeting with Zendesk Sell

Guerrero Howe Gets Scientific about Sales with Sell Apollo

Guerrero Howe, a media company that publishes seven industry magazines and runs executive networking events, faced the challenge of scaling a referral‑based ad sales model more measurably and repeatably. To move beyond gut instinct about which referrals and leads would convert best, Guerrero Howe engaged Zendesk Sell and adopted Sell’s scientific sales solution, Apollo, to better understand where their highest‑value referrals were coming from.

Zendesk Sell’s Apollo built a bespoke Sales Genome for Guerrero Howe, analyzing more than 41 million data points (prospect title, function, industry, etc.) to identify high‑referral prospect profiles and reveal rep‑level differences in close rates. With Zendesk Sell’s insights — including Lead and Opportunity Scoring and Email Productivity tools — Guerrero Howe’s reps now focus on the highest‑value leads, qualify prospects faster, and target coaching where reps underperform, enabling the publisher to grow revenue from its most successful advertisers.

Guerrero Howe

Kyle Evangelista

VP of Sales