How to Qualify Prospects by Using Account Insights?

Sales teams that struggle to meet their goals may not be short on prospects – more likely, they're short on actionable insights about these prospects and the businesses they work for. In other words, they don't know their customers and they don't know when they are ready to buy.

What are Account Insights?

Account insights are understandable facts about a company based on company data and CRM-inputs. They are created either manually or by artificial intelligence.

Introduction

Prospecting used to equal paying for a long, static list of companies filtered by very general qualifications such as industry and revenue size. Many companies that still use this traditional way to find prospects often have thousands of accounts within their CRM, but no systematic way to track changes within the accounts. They lack a data-driven way to nurture these accounts and identify the right window to re-open the case.

DANGERS of a non-data-driven approach to prospect and lead qualification include:

  • Inefficiency, as sales people are forced to spend a lot of time sales prospecting in internal systems instead of acting on relevant changes in the companies listed there.
  • New sales hires discovering that the best prospects are marked as taken in the internal systems even though no one is working on them.
  • Outdated information, as the data in the internal systems is being added manually.

A dynamic company database can help you improve your prospect qualification and the timing of your sales efforts. To find customers that are a perfect fit your your company, be sure to first create your Ideal Customer Profile.

Automate tracking buying signals to find the right timing to get in touch

Buying signals are the most important account insights for a salesperson. They refer to events (such as news and recruitment ads) that indicate prospect readiness to invest. By importing a list of all companies listed in your CRM to an account insights platform like Vainu, you can get notified EVERY TIME a buying signal occurs in your accounts.

Product or service vendor will save a lot of time automating this job instead of manually scanning social media channels and news sites for buying signals to act on? You can e.g. filter companies that currently go through a specific organizational change instead of reading upon the latest news on several companies one by one.

Import a list of all your existing customers in Vainu and get notified of important buying signals from any of these companies.

Import a list of all your existing customers in Vainu and get notified of important sales signals from any of these companies.

Get detailed company information

Vainu’s web indexing technology crawls millions of websites every day to read and collect everything ever written about all of the world’s business. The tool can provide you with account insights about all the companies in your CRM than you could realistically gather through manual searches. You can filter companies in your target group based on both static company information and not-so-obvious characteristics to find the companies that are most likely to benefit from your product or service.

Find detailed information about a company’s characteristics on their company card in Vainu

Find detailed information about a company’s characteristics on their company card in Vainu

Modern sales is an efficiency game where quality eats quantitative sales efforts for breakfast. To get the meeting, sales people are recommended to use AI-generated account insights to deliver a tailored pitch at the right time as today’s customers are more informed and selective.

Curious to know more about how Vainu can help you find the right prospects for your business and the buying signals to act on now? Book a 30-minute free Vainu demo and have one of our product specialists show you how the tool can help you and your sales team reach quota.

Topics: Sales Prospecting, Account Insights

Erika Granath

Vainu's Content Marketing Manager. Grew up next to Sweden's largest cookie factory. Love cookies (of course), ping pong tournaments and word jokes.