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Category: Sales Intelligence

How To Track Prospects With Crunchbase

by Jaclyn Robinson

Staying up to date on prospect activity can help you determine if a prospect is able to make a purchase and identify the perfect time for outreach. The problem is, tracking prospects is no easy task. 

Prospect information is scattered across many different business and sales intelligence tools. Compiling all of this data takes manual research and time that your sales reps don’t have to spare. That’s where Crunchbase comes in.

In this article, find everything you need to know about how to efficiently track your prospects with Crunchbase so you can reach out at the right time with the right message and close more deals.

 

Why you should track prospects

In sales, prospect data is gold. Modern buyers expect to be wowed with how tailored your outreach is from the very first email: Even if it’s cold outreach.

To find this critical data, the most effective prospectors start their search at the company level using an account-based selling approach. This allows them to better understand company buying power and tailor their outreach to the right decision-maker to address specific needs. For example, a prospect at a company that just raised a small Series A round will have different needs than a prospect at a company that just went public. Addressing prospects’ needs and understanding key company information like funding status, (Read more...)

Personalizing Sales Experience to Build & Accelerate Pipeline

by Jaclyn Robinson

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. 

Personalization is one of the hottest trends in the world of sales. 2020 has changed the world, which, inevitably, affected buyer behavior. 

According to SalesCycle, businesses that create personalized experiences for their customers enjoy an average increase of 56% in sales.

 

Discover new prospects with Crunchbase – try it free

 

If a couple of years ago, the customer experience personalization could be a nice little addition to your overall sales strategy, today, it lays out the foundation of it. The one-to-many approach that could bring some positive results in the past, is no longer deemed effective. Personalization in sales is the only approach that allows building a sales pipeline, creates opportunities, and accelerates the stage-to-stage conversion rate.

However, it’s not the easiest thing to do. Even though sales personalization is steaming hot, only 12% of professionals are “very” or “extremely” satisfied with the level of personalization in their efforts, while 38% are “moderately” satisfied. 

To truly master the art of sales personalization, you need to know the evergreen strategies and tips. In this article, I’m going to share the ones that we implement at NetHunt and (Read more...)

Sales Intelligence: Your Guide To Closing More Deals With Data

by Jaclyn Robinson

The buyer’s journey is changing faster than ever. Prospects expect customization at every stage of the sales cycle but, as every salesperson knows, customization is impossible without accurate and relevant data. That’s where sales intelligence comes in. 

Sales intelligence can help sales teams automate research and customize outreach to book more meetings with qualified prospects. 

In this article, you’ll find answers to all of your questions about sales intelligence, including:

 

What is sales intelligence?

Sales intelligence is the collection of prospect data from a variety of sources (often aided by sales software), that enables sales teams to better understand their prospects and track critical buying signals.

 

Where does sales intelligence come from?

Sales intelligence data is compiled from many different sources (often by software), but not all software works to compile data in the same way. Here are just a few of the many ways this software collects data:

  • Crawling websites and social media for publicly available information
  • Analyzing website usage data
  • Using cookies to track web activity

Here are a few examples of sales intelligence data collected through these processes: 

3 Ways Sales Automation Can Help Your Sales Team Do More with Less

by Jaclyn Robinson

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. 

Many startups and small businesses assume that building and scaling sales is a necessity to capture revenue. After all, converting prospects into customers is critical for business success, and hiring an army of salespeople is certainly one way to do that.

But it’s also extremely expensive, which makes it virtually impossible if you don’t already have a steady flow of revenue to fund it. And it takes time to find the right people who believe in your product and know just how to speak the customers’ language.

While building a great sales motion is almost certain to drive improved conversion, investing in sales automation can empower your current team to do the proverbial “more with less.” It will also ultimately offer a larger ROI as you work to scale your sales team. In fact, a Nucleus Research study found that automation software can increase sales productivity by nearly 15 percent.

 

Discover prospects that match your ICP and personalize your outreach without the manual research – try Crunchbase for free

 

Keeping track of your leads and sales pipeline manually can be complex and extremely time-consuming, even with (Read more...)

3 Ways Sales Automation Can Help Your Sales Team Do More with Less

by Jaclyn Robinson

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog.

Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. 

Many startups and small businesses assume that building and scaling sales is a necessity to capture revenue. After all, converting prospects into customers is critical for business success, and hiring an army of salespeople is certainly one way to do that.

But it’s also extremely expensive, which makes it virtually impossible if you don’t already have a steady flow of revenue to fund it. And it takes time to find the right people who believe in your product and know just how to speak the customers’ language.

While building a great sales motion is almost certain to drive improved conversion, investing in sales automation can empower your current team to do the proverbial “more with less.” It will also ultimately offer a larger ROI as you work to scale your sales team. In fact, a Nucleus Research study found that automation software can increase sales productivity by nearly 15 percent.

 

Discover prospects that match your ICP and personalize your outreach without the manual research – try Crunchbase for free

 

Keeping track of your leads and sales pipeline manually can be complex and extremely time-consuming, even with (Read more...)

Automate Account Discovery and Qualification with Recommended Companies from Crunchbase

by Jaclyn Robinson

Prospecting is a time-consuming and research-heavy process. To speed up prospecting and help you uncover new opportunities faster, we created a company recommendation engine that automates account discovery and qualification.

 

Discover new prospects with relevant recommendations

If you are a Crunchbase Pro or Enterprise user, your recommendations page will automatically surface relevant companies to help you find your next opportunity. These recommendations are powered by machine learning and include context about why we are suggesting each company specifically for you.

With recommended companies, you can:

  • Discover new prospects: Get new accounts recommended for you automatically based on your territory preferences, accounts saved to your CRM and unique activity on Crunchbase.
  • Qualify recommended companies: Scan facts about your recommended companies (location, company size, revenue and industry) to quickly qualify new accounts.
  • Save and track companies: Track key buying signals for companies that meet your criteria by saving them to Salesforce in a single click, or saving them to a custom list to generate automatic alerts.
 

Unlike other recommendation engines that leave you wondering why you’re seeing a suggestion, Crunchbase’s recommended companies always come with a brief explanation. You’ll be able to see why a company was shared specifically with you in the “Because you’re interested in” section next to the recommendation. This gives you the power to decide quickly whether to take action on a suggested company or not.

 

Making Crunchbase Work for You

Leveraging the power of machine learning, Crunchbase’s recommendation engine gets smarter each time (Read more...)