How to Eliminate the Dirty Work in Sales to Add More Time to Your Day
For tech sales reps, finding new prospects involves a lot of research. It’s an essential step that cannot happen without a lot of details, aka ‘dirty work’.
But the right information can tell you which prospects are most likely to purchase from you, and when you should focus on nurturing specific leads.
Your research can also tell you if prospects are actively evaluating a service, what products they’re engaging with and how much your prospects spend with other service providers.
Using the Intricately platform, there are a few ways you can sort the data to find the answers you’re looking for to save time on the research step so you can find more leads.
Who the Prospect is Spending their Budget with
When looking at a company in the Intricately dashboard, some key information will tell you what the company spends on technology and which products they currently use.
Beside each company name is a dollar amount that represents how much, on average that the company spends on technology per month. Click on the spend number, and a pop-up will display an estimated spend and the spend tier.
Scroll down to the Service / Providers chart to see a breakdown of how much the company spends on specific technology services such as CDN, Hosting, or DNS. For example, looking at the breakdown for Nintendo, we can see that the company spends over $50,000 on content delivery services.
Digging in further, the logos listed under ‘Providers’ will tell you how much the company spends with individual providers. There are 2 answers you can find
- If they self-host, on-prem, or have their own solution
- Which providers they have a stronger or bigger relationship with.
If you find your competitor here, you now know how to position your products and services, and how to position your budget.
The Volume of Track or Size of Operation of the Prospect
Just under the Company Spend information is a list of where the majority of your prospects’ traffic comes from. At a glance you’ll get an idea of how your traffic is distributed globally.
By cross-referencing traffic with the service and provider information, you can get a better idea of which providers are covering your prospect in a particular region.
The combination of spend and traffic reveals seemingly small companies like game developers. Game developers will traditionally show low number of employees, and revenue, but we will see their large infrastructure required to run the business - Big opportunity!
If your company specializes in a region that is a major source of traffic for your prospect, you’ll know how to position what you offer based on their needs. You’ll also know how to position your services against what any of your competitors offer -- especially if you found the answers in the previous section.
Now, let us do the dirty work!
With Intricately Watch Lists, we will alert you of timely information about your prospects.
Simply start clicking the ‘Follow’ button at the top near the company spend on any report, or sync your Salesforce. Both options will compile a watch list of companies that we will track. Here are just a few types of events:
1. Monitor prospects who are up for renewal
2. Identify sales opportunities before they become public
3. Get notified when your prospects are working with the competition