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
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.
- 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.