Why haven’t I heard of Revenue Grid?

I don’t know why it isn’t more well known. It is cheap, dirt cheap. You might think “well surely you get what you pay for”. This isn’t the case. I thought the same, and that’s the mindset I had when I went into this evaluation. It’s also the assumption I had when I started working with Revenue Grid.

How cheap is it?

It is about a quarter of the cost of Salesloft and Outreach. It is about a half to a third of the cost of Salesforce Engage. Here’s an overview of how much you can expect to pay for a license with 10 users, after some hard negotiation, of course ;). The prices are for entry level packages and do not include revenue intelligence features.

• Salesloft: $12,000
• Outeach.io: $12,000 – $15,000
• Salesforce Engage: $7,500 – $9,000
• Revenue Grid: $3500

What sales engagement are we talking about?

Enabling a sales team to send emails, make calls, use LinkedIn. Reps can manage their pipeline and increase output by doing all these tasks from one place.

How does a sales engagement platform affect a sales rep’s day to day?

1. Emailing

• Instead of emailing prospects one by one, reps can load multiple contacts into a sequence, campaign, or cadence (however you want to call it)
• Reps can create one or multiple steps for these sequences. They can trigger each step to be sent automatically after a certain time delay or have that step in their task list to customise and send out
• Reps can test A/B variants of each step, or with certain tools (like Salesforce Engage) create branches based on the actions of the email recipient

2. Calling

• One click calling through a dialler or VOIP system that is connected to the sales enablement tool
  
• Call a person or work through a list of numbers. They can make notes, leave recorded voicemails, and go onto the next number, without having to ‘pick up the phone and start dialling’ (Wolf of Wall Street Reference, in case it was missed on anyone)

3. LinkedIn

• Send out connection requests, Inmail or other tasks through the tool. They don’t need to go to each person’s LinkedIn profile

4. Measuring Success & Tracking

• All emails, call tracking & notes, and LinkedIn actions are synced to CRM. All opens, clicks, meetings generated, and other forms of engagement are tracked
• Reps can track their A/B tests, campaign success rates and identify what is working or converting

5. Managing Daily Tasks

• Sales reps can work through a list of tasks that are due, steps that need sending and calls to make
  
• They can use alerts or signals to prioritise what they do today or who they contact

In short, a sales enablement tool makes a sales person’s life a lot easier. It allows them to take on top of their pipeline, pursue more deals and (hopefully) close much more. Take a look at this cheesy image of just how happy your sales reps can be with a sales engagement tool…

See! These tools are THAT good.

How does Revenue Grid compare?

I said Revenue Grid is the ‘no-frills’ option. That is because it focuses on the key features.

It still has:

• Multistep email sequences/cadences with automated and manual set time delays
• Call dialler
• Outstanding task lists/workflow manager
• Alerts/signals telling reps which accounts or contacts need work, and which are in a good place
• It is a Salesforce native tool. The user Interface sits within Salesforce, so reps don’t have to jump around between tools
• The full package has revenue intelligence which helps to speed up your sales cycles, and improve your pipeline visibility

It doesn’t have:

• A/B variants at sequence steps
• Sequence branching (triggered based on recipient actions)
• LinkedIn Sales Navigator integration (although this is coming in Q1 or Q2 2023)
• Native integrations with some other major CRMs such as Hubspot, Zoho and Pipedrive (although it does with Oracle, SAP and Creatio)

Let’s compare the options side by side:

Is Revenue Grid for you?

If you want to A/B test, create trigger-action branches, or use a lot of LinkedIn Sales Navigator, it’s not for you. You should use one of the other sales enablement tools. Hint: if your CRM is Salesforce and you need LinkedIn, use Salesforce Engage, it’s great value. More about this in my upcoming article on what is the ‘best’ sales engagement tool.

I like Revenue Grid’s team as well. They have great support and will give you personal attention. The company is Ukrainian. When the war started, they immediately resolved any fears that any servers or data would be at risk (their servers are in the US and Western Europe), and throughout the conflict they’ve maintained good response times – impressive stuff!

Revenue Grid may not be the market leading sales engagement software, but as you can see, it is by far the cheapest. You can email, sequence, call, track and measure your campaign success.

At that price, it is unbelievable value, and can still give your sales reps that boost to dramatically increase output and exceed quota!