CarGurus Innovation, Technology & Agility

Tell us about your tech stack. What tools do you use to gather and organize data, and which tools do you rely on most in your daily work?

Salesforce is our primary tool for gathering data. It gives us visibility and insight into where our revenue will come from. It also helps us spot trends. We use a custom-built internal sales hub within Salesforce’s CRM Analytics Studio for reporting, account segmentation and forecasting. As a manager, it also helps me see where my team is spending its time and gauge the overall health of our pipeline. 

Our Salesforce data is complemented by insights from Dialpad, our phone system, which we integrate with other tools to surface helpful themes from our customer calls, which are insights we can use to inform everything, from product development to coaching for individual reps. This combination of resources turbocharges our ability to focus on what matters most to us and our customers. That said, these tools are only as good as the consistency with which you use them. Fortunately, our reps and managers are very disciplined about leveraging them, which ensures we can trust that we can ground our decisions in reliable, accurate information at all times.

How has data helped you close a deal? 

Yes! Data is part of every conversation we have with customers, as it enables us to be a true partner to their business. Of course, it demonstrates the return on investment of our products, but more importantly, we use it consultatively to help them grow. Sharing insights on market trends, competitor activities and predictive measures gives them a clearer view of their opportunities. This is especially powerful in renewal conversations, where we can tell a story specific to their business and tailor our recommendations on where to invest more and where to pull back. It not only showcases the value we bring but also reinforces the trust they’ve placed in us.

How does sales and customer data enhance CarGurus’ sales org? What data do you find most important in the sales process?

Data makes our org smarter and more predictable. It tells us where to focus, which accounts are hitting their goals and which could use additional support. It helps ensure our teams focus their time on the right things. During the sales process, data demonstrating value and ROI is essential. Sure, it proves we can help their business. But more importantly, it brings confidence to the conversation for everyone involved. We’re not speaking in hypotheticals but rather sharing proven facts. Our teams feel great about what they’re selling, and customers feel comfortable — if not excited — when they sign on or renew.