A lot of people ask us how we build out our tech stacks to get in touch with clients. This vlog presents a step by step analysis on how we target our ideal customers. Our approach uses three primary platforms to collect and organize data, and collates them into calls for our sales team. Below is a breakdown of these platforms, and how we implement them.
Building Tech Stacks: Collect With DiscoverOrg
It is helpful to consider the kind of information we are looking for from new customers. These variables can be simple: location, industry, company size, and revenue size. However, this data alone would yield plenty of empty leads. Thankfully, we have found a solution. DiscoverOrg is a robust B2B database that is one of the best on the marketplace. Aside from basic analytics, it gives us some tools that are of special importance. With our discount and all of the bells and whistles applied, DiscoverOrg costs us about six figures a year to use. However, the information yielded is invaluable to our business.
Intent data lets us see what companies are searching for pain points online, and who to contact within the company. We can also see what companies have technologies installed that are compatible with your product or service. Actual account intelligence lets us see what the finances are like within an organization and who controls what. Lead perspective gives us the tools to see who to approach within a company. As you can guess, all these tools provide us with immeasurably valuable data to work with.
All these data are extremely valuable, but the bandwidth of an individual salesperson is limited. That is why it is so crucial to organize these into lists. We then import these lists into another piece of third party software called FrontSpin.
Building Tech Stacks: Organize With FrontSpin
Once the lists have been organized into aspects that make them valuable, we export them to FrontSpin. This software takes the technical data obtained from DiscoverOrg and automates it into outreach cadences. This means that was once a trove of helpful – but difficult to parse – data becomes a funnel plan that members of your sales team can easily pull from on a day to day basis, so that they can reach the industry standard of 50-100 touches per day per client while also maintaining a professional proficiency of staying in contact.
Organizing through FrontSpin lets your employees take charge without having to overmanage their calls. They will have access to all the data that they need so they can develop sound messaging for individuals. However, while the data is now neatly packaged in a way that your team can easily use, it now must be transferred over to a Salesforce instance.
Implement with Salesforce
With your data now organized into the calls that your sales team needs to make, put it into a format they can implement. Salesforce has become one of the leading CRMs in the industry – you may even use it already yourself. It comes loaded with many features that help manage your sales team’s time. After calls are made, they can be categorized by how the call went. If a voicemail is left, for instance, it can immediately send out an email to that customer to follow up. Alternatively, it can set times to call back later.
Members of the sales team can also add notes to build out the internal database on customers. For instance, if someone has found out a person who is or is not a decision maker, that information can be logged. This gives a clearer picture not only to that particular member of the sales team, but anyone else who might be calling that account. Salesforce is a centralized customer-relationship management tool that is extremely robust and customizable.
This three component process of utilizing DiscoverOrg, FrontSpin, and Salesforce means that we are always dealing with the best and most up to date information available at any given time. We aren’t wasting our time on bad leads, and are instead focused on the ideal target profile. Utilizing these types of services has updated the sales game for the 21st century. It means we can be agile, competitive, and provide the right type of messaging when our customers ask for it.
The information provided is just an example of what we can do with this software. For more information or how we can implement these types of services for your group or business, reach out to us and we would gladly give you some pointers or tips on how to optimize your sales process through intuitive technology.