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Fill Your Pipeline With Your Best Customers. How To Level Up Your Prospecting With CloseFactor.

Nov 27, 2023
Photo of Claudia NatasiaClaudia Natasia

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It’s almost a wrap on 2023. 

As we approach the end of the year, it's important to reflect on what went well and what didn’t. It was tough out there for sales. Building real, qualified pipeline was arguably one of the most difficult things to accomplish with budget cuts and tech consolidation taking place everywhere you looked. 

So as you gear up for 2024, it’s crucial that you take a look at your prospecting strategies and explore new ways to set yourself up for success in the coming year. At CloseFactor, we believe we can help you on that journey. 

With our unique set of tools and techniques, we tell you who’s ready to buy, buy from you, and buy right now. Equipped with that insight, you’ll be filling your pipeline with nothing but your ideal customers so you always have what you need to hit your number.

Let’s take a look at how CloseFactor will deliver on that promise.

Step 1: Use Custom Buying Indicators To Target The Right Accounts 

A successful prospecting strategy starts with finding the right accounts that closely aligns with your ICP. To help you uncover the right accounts, CloseFactor customizes and creates any buying indicators that are the most 1) important and 2) relevant to your business. CloseFactor’s Heatmap uses those buying indicators to help you easily find unique insights about your accounts and segment them into meaningful targets by:

  1. Filtering by the signals that are most relevant to your line of business and uncover accounts that are ready to buy well before they show intent 

  2. Building account lists that can help you by hyper targeted in your prospecting and outreach strategies

Step 2: Leverage Relevant Research and Context About Your Accounts 

To increase the success of meaningfully connecting and engaging with your accounts, CloseFactor's DeepDives, powered by AI, save you an immense amount of time by automating the research you’d be doing on each of your accounts. This means you’re able to get valuable insights about your accounts in minutes that will allow you to:

  1. Create value-based selling strategies through reviewing the most relevant insights on your account’s business model, product and market expansion strategies, recent business initiatives, and financial performance. 

  2. Craft personalized messages during your outreach and show your strong understanding of your buyer’s business and priorities by referencing recent leadership challenges and your business’ plan for how you’ll address them. 

  3. Stand out by showing you did your research and care deeply about your accounts through the review of recent news and citing new trends in all of your conversations. 

Step 3: Target The Right People In The Buying Committee 

Now that you’re armed with a list of accounts that are ready to buy and in-depth insight into their businesses, it’s critical that you reach out to not just the right person, but the right people. CloseFactor helps you multi-thread every account by surfacing the exact contacts you should engage using the data from your 1) buying indicators and 2) closed-won & late stage opportunities in your CRM. With this information, you can now:

  1. Ensure you’re targeting the most relevant contacts in each of your accounts

  2. Create personalized tracks for those contacts by creating targeted lists

To ensure that the contacts we recommend continue to be highly relevant for you, CloseFactor’s recommendations update dynamically, reflecting the ever-changing situations in each of your accounts. 

Step 4: Engage Your Buyers In The Channels That Work For You

With your list of highly relevant prospects, you’re now ready to start executing your outreach. With CloseFactor, you can engage with your buyers in a multitude of ways including:

  1. Linkedin: Connect with and message your prospects directly from CloseFactor

  2. Outreach: Enroll your prospects into any of your active sequences 

  3. Email: Send a personalized email directly to your prospects 

As you craft messages for your outreach, don’t forget to apply the business and market insights from our Deep Dives to show that you did your research and deeply understand the value that your product can bring to your prospect’s business. 

By following these prospecting tips and leveraging CloseFactor, you can elevate your outbound efforts and set the stage for a successful 2024. Remember, prospecting is a continuous journey of learning and refinement, and CloseFactor is here to support you every step of the way. Here's to getting you to president’s club in 2024!

Interested in learning more about CloseFactor? Get a demo today.

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