In an era marked by economic pressures and the relentless quest for efficiency, businesses are turning to artificial intelligence to streamline their processes. One of the most promising entrants in the sales prospecting arena is Orum, a startup that recently raised $22 million in a Series B funding round. Co-founded by Jason Dorfman and Karthik Viswanathan in 2018, Orum aims to redefine how sales teams engage with potential customers by reducing the administrative burdens traditionally associated with outbound sales.

The Shift to AI in Sales

The landscape of sales has transformed dramatically, especially following the pandemic. As face-to-face interactions dwindled, companies shifted their focus to digital communication, highlighting the critical need for genuine conversations with prospects.

“The pandemic changed the way that outbound sales teams communicate with their prospects,” Dorfman noted. With sales teams pressured to maximize productivity while minimizing cost, Orum leverages AI technology to automate tedious tasks, allowing sales representatives to channel their efforts into building meaningful connections instead of battling outdated processes.

How Orum Works

Orum’s “live conversation” platform stands out due to its ability to navigate through time-consuming elements of cold calling. Here’s how it provides a powerful edge:

• A.I.-Driven Connections: Orum’s AI swiftly identifies the most promising leads by pinpointing real connections versus dead ends like phone trees or voicemails. This capability is vital in a world where research suggests it can take 60 to 90 dials just to secure a single appointment.
• Data Enrichment: By integrating seamlessly with CRMs like HubSpot, Orum automates the process of data collection, ensuring that sales teams have access to the most accurate and current contact information.
• Conversation Insights: The platform offers features such as call transcriptions, providing sales managers with the ability to review and learn from recorded conversations, ultimately improving future interactions.

Addressing a Real Problem

As outlined by Dorfman, sales reps often spend hours on menial tasks that yield little result. With cold call conversion rates typically hovering around 2%, Orum strives to enhance efficiency and effectiveness by allowing reps to make hundreds of calls in only minutes. Customers such as QTS and Workato have already recognized the value Orum brings to their sales processes and have embraced its innovative technology.

Future Trends: Automation and Sales Efficiency

As more companies face financial pressures due to inflation and other macroeconomic factors, the demand for automation in sales is at an all-time high. With its recent funding—led by Tribe Capital with support from Craft Ventures—Orum is poised to expand its engineering and product teams while continuously innovating its platform. Dorfman’s commitment to thoughtful growth and stewardship remains a cornerstone as the company prepares to navigate future challenges.

The Horizon Ahead

Currently operating with a remote workforce nearing 130 employees, Orum expects to grow this number by 40% by year-end. This ambitious plan reflects the company’s confidence in its product’s ability to meet the evolving needs of businesses striving for efficiency amid economic uncertainty.

Conclusion

The emergence of AI-driven platforms like Orum marks a significant evolution in the sales prospecting landscape. By harnessing intelligent technology to reduce the administrative burden on sales teams, companies can focus on what truly matters: building relationships and closing deals. As we witness the growth of such innovations, it’s clear that the future of sales increasingly relies on harnessing AI to navigate complexities and drive performance.

At fxis.ai, we believe that such advancements are crucial for the future of AI, as they enable more comprehensive and effective solutions. Our team is continually exploring new methodologies to push the envelope in artificial intelligence, ensuring that our clients benefit from the latest technological innovations. For more insights, updates, or to collaborate on AI development projects, stay connected with fxis.ai.