Women in Sales Blog

A Sales Rep's Dream: Automating Prospecting Research?

Posted by Feb 16, 2017 1:18:48 PM Ali Powell

There are many ways for sales reps and account managers to track their prospects and customers but most of those ways are manual, take time, take multiple tools, etc.

Some of the more traditional ways include things like:

  • Google Alerts
  • LinkedIn Follows
  • Twitter follows

Some of the new age ways of following your prospects and customers include:

  • Using tools or software like Datafox, Mattermark, Crunchbase paid, etc.
  • Using growth scores or growth indicators to know which companies in your patch or territory you should be focusing on.

Questions for sales reps out there reading this:

  1. How much time do you spend per day on each account you are working on or prospecting into doing research on the account and target people in the account?
  2. How do you do this kind of tracking? What tools do you use? Do you actually do it? Would you want to do it if you could?
  3. Even with using all of these different paid tools or software that help you track growth and triggers on your accounts do you still find the process to be too manual to do it well?

I would bet that the traditional, main stream sales reps out there don't do many of these things because it is too hard, and takes too much time.

I would also bet that even the innovative and tech savvy reps don't want to do these things because it takes too much time and is too manual for them to bother with it. So they just don't do it or do it very minimally.

The holy grail for me when deciding if I want to target an account is:

1. Good researched reasons that mean what I sell could be helpful to the target account


2. Those reasons are timely to us helping the prospect.

If I have both of those things I usually feel like this:

Screen Shot 2017-02-16 at 11.43.43 AM.png

You could do all the research in the world and have all the best reasons to prospect an account but staying on top of those triggers and updating the reasons on all accounts in your name is nearly impossible.

The problem is this:

You have x amount of accounts in your name as a sales rep.

You also have x amount of leads in your name too.

You could also have leads and accounts in your territory that are in OPEN or RECYCLED because you aren't actively working those at the moment.

There are also companies or potential companies you could be tracking or helping but you don't know about them yet because they are not in your database or CRM yet.

But, since you are 1 person and only have so much time in the day to actually sell and do your job you can't watch even 1/2 or a 1/4 of your total accounts.

This is where technology and software should come in to help automate this for sales reps.

I would love, love, love <3 my life if every morning I came into work or sat down at my computer and there was a list of my accounts in my name, in my territory with updates on what I would consider triggers for what I sell listed out.

Then I could prioritize my day on my accounts based on those researched reasons, timeliness of the trigger plus inbound lead intelligence.

Wow, life would be lovely. I would focus on just selling and just the fun part of prospecting. Not spending time on the manual process of research on my accounts.

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Topics: sales prospecting, women in sales

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