Cody Bernard
Knowing who to target is the key to driving revenue.
Sales reps are constantly finding themselves navigating a maze of potential accounts, each promising a different level of success. The struggle lies in trying to identify the accounts that are most likely to convert. The sheer volume of options can be overwhelming, leading to precious time being wasted on pursuing buyers that might not be a good fit.
But there’s much more to it than just defining what a good account looks like. Finding the right person to engage has become even more difficult. The rise of remote work and changing job roles mean that traditional hierarchies might no longer be accurate. Connecting with decision-makers who can champion your deal is crucial, but the shifting dynamics make this more complex than ever.
Failure to target the right buyers or bring the right people into a deal can be detrimental to a rep’s productivity. It's no longer about casting a wide net and hoping for the best. It's about targeting your buyers with laser focus. Understanding exactly which accounts to pursue and, equally as important, who within those accounts to target is the difference between winning and losing a deal. This level of insight is not just a luxury, it's a necessity to win in 2023 and beyond.
Because if you target the right accounts, yes, you set yourself up to hit your number. But if you target the right people at the right accounts, well, better get yourself packed for president’s club.
That’s why we’re excited to officially announce Recommendations by CloseFactor.
What started as the underlying technology in Target Accounts, Recommendations now helps sellers focus on the right people at the right accounts so they’re always filling their pipeline with the right buyers.
By analyzing organizational structures, roles, and connections, CloseFactor helps you build meaningful relationships with the people who matter most. And to take it a step further, you can now connect with and send personalized messages to your buyers in just one-click.
Now that we've covered the basics, let's dive into what Recommendations can do for you
Spending time on the right buyers is critical for rep productivity. With CloseFactor, you'll now get a stack ranked list of contacts at every account based on a multitude of factors including alignment to your target personas, decision-making power, investment in certain initiatives, and more.
It's never been more important to bring all of the right people into your deals. But how do you know you've targeted them all? CloseFactor now looks into Salesforce to see whether contacts exist on an account or not so you can make sure you're always multi-threading your deals with the right buyers.
Relationships are everything in sales. Getting an intro to a buyer from someone you know is one of the few cheat codes reps should be taking advantage of. With CloseFactor, you can now see exactly which contacts at an account have just changed jobs, gotten a promotion, are an alumni of your company, or were a former customer.
With Recommendations, sales reps can be confident that they’ll always be engaging the right people, at the right accounts. Ready to transform conversations into conversions?
Get a demo of CloseFactor today.
