Smart Selling Tools • Top Sales Tools of 2021
PRIORITIZING functions on three levels; the lead level - which leads get attention next; the account level – which show the most buying intent for your solution types; and the buying-group level – who are they and what do they care about.
Simply increasing the volume of leads and activities generates diminishing returns due to buyers being inundated. Technology is partly to blame as it allows more sales reps to each make more communication attempts. A better approach is to ensure that both the lead/prospect and the activity required for each produce better outcomes.
Prioritizing includes:
Account & Contact Purchase Intent
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.
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