Smart Selling Tools • Top Sales Tools of 2020
The most important, fundamental need of a salesperson is to make sure they’re calling on the right people at the right accounts. We refer to it as the “Who to Call and Why” level of the sales hierarchy.
Mastering the who & why is what dictates how much waste you’ll have in your entire sales process. When you add prospects who aren’t likely to buy to a salesperson’s lead list, you ensure there will be wasted effort and activities, and that waste will now permeate the entire funnel stages – follow-up, outreach, and closing.
In this guide, we’ve honored three vendors in one solution category
Account & Purchase Intent Identification
Most companies will benefit from having a well-defined list of target accounts. Target accounts are those that met your ideal customer profile (ICP). However, just because an account is likely to buy, doesn’t mean they will buy ‘now’. The best account targeting solutions will help you know who’s likely to buy now and why that’s the case. This is referred to as ‘purchase intent’. It’s now possible for salespeople to know which prospects in your ICP intend to purchase.
Learn more about TechTarget, InsideView & MRP
