Prospecting
Working out who is worth pursuing and finding them: the ideal customer profile, segments and personas, the list itself, the data behind it, the signals that say now, and the research before the first touch.
77 articles
- Account research7 articles
What to learn about an account and a contact before the first touch, where to find it, and how deep to go.
- Account selection and tiering6 articles
Choosing which accounts to work now and ranking them into tiers that decide how much effort each gets.
- Buying committee and personas8 articles
Mapping the roles that decide, influence and block a purchase, and what each one cares about.
- Buying signals and triggers10 articles
Hiring, funding, leadership changes, technology adoption, intent data and other events that make an account ready now.
- Company search and data tools2 articles
Products that find companies and contacts matching a profile and supply verified data about them.
- Contact verification7 articles
Checking that emails and phone numbers are real and reachable before they go into a cadence.
- Data hygiene7 articles
Keeping lists and the CRM clean as data decays: deduplication, refresh cycles and suppression lists.
- Data providers and enrichment9 articles
Where company and contact data comes from, how providers compare, and how waterfall enrichment fills the gaps.
- Ideal customer profile8 articles
Defining the companies most likely to buy and succeed, from firmographics to the problems they have.
- List building6 articles
Turning a segment into a deduplicated, prioritized list of accounts and contacts, and keeping it fresh.
- Segmentation7 articles
Slicing the market into groups with distinct pains, triggers and messages.