Steps for Data-Driven Prospecting

Part 1: Identifying Your Ideal Account Profile

Ideal Account Profile – Identify accounts most likely to deliver qualified opportunities by analyzing organizational account level intent data and organizational trigger events

• Inbound activity (requested demo, inbound call, chatbot convo, etc.)
  

• High or accelerated traffic to your company’s home page, pricing page, etc.
  

• 10k report addresses an initiative relevant to your value prop
  

• Existing relationship with your company’s channel
  

• Intent expressed on 3rd party networks, downloading relevant content or whitepapers
  

• Press release relevant to your solution’s impact, M&A, organizational restructuring, etc.
  

• High or accelerated freemium usage at the account level (only valid if product offers a freemium model)
  

• Just received series-A, B, C, VC, Angel funding press releases – understand what each round of funding means in terms of resource allocation