Recommended Account Lists to Fuel Seller Success

Account Lists can help sellers to focus on specific goals and outcomes they are are looking to achieve. Below, see examples of the types of Account Lists you can create to fuel your sellers strategic efforts.

Prioritize Business Development Call Lists

Identify Customers Researching Competitors to Reduce Customer Churn

Reactivate Closed/Lost Opportunities

Focus on Late-Stage Buyers to Increase Appointments

 

 

Prioritize your Business Development Teams Call Lists

One of the top challenges for business development teams is knowing where to spend their time. With the manually uploaded lists feature, Priority Engine can instantly discover new prospects from your custom account lists and prioritize them based on their unique purchase intent signals.

In just a few simple steps, your sales and business development teams will know exactly what accounts they should focus on and who to contact at those accounts.

  1. Upload your custom call list into Priority Engine with the help of a TechTarget representative.
  2. Create a new Account List, name it, and write a description for additional context.
  3. Select your list from the Manually Uploaded Lists drop-down within the Pre-existing Lists section.
  4. Click Save Account List at the top of the page.
  5. Assign access to this list from the Manage Account Lists page or set up exports from the Manage Exports page.

Identify Customers Researching Competitors to Reduce Customer Churn

One of the most painful experiences in sales is when you lose a good customer to a competitor. In technology sales, keeping strong relationships with your current customers is just as important as building new ones.

Leveraging HG Insights' product install information and Priority Engine’s Vendor Interest filters, you can create an Account List that will alert you when your customers are looking at a competitor’s content. Keep your sales team informed about potential at-risk customers and reduce customer churn rates by contacting them before it’s too late.

  1. Create a new Account List, name it, and write a description for additional context.
  2. Click in the Vendor Interests filter. A pop-up box will open when you do this.
  3. Type the name of the competitor you wish to target into the search box. 
  4. Select the vendor you wish to target by clicking on the vendor name. A check will appear next to the selected name. Repeat steps 3 & 4 if you wish to target multiple vendors.
  5. Click the Apply Selections button to save your selected vendors.
  6. Next, click the Installed Technologies filter.
  7. Search for your name in the Installed Technologies box. 
  8. You'll notice that all of your products are listed under each category. You may either select all products or select specific products to follow with this list by clicking on them or their categories. 
  9. Click Save Account List at the top of the page.
  10. Assign access to this list from the Manage Account Lists page or set up exports from the Manage Exports page.

Reactivate Closed/Lost Opportunities

Sometimes deals are lost not because the prospect says no, but because they don’t say anything at all. Using the manually uploaded lists feature, Priority Engine can take your CRM lost opportunity lists and uncover relevant activity at the accounts; signaling deals that could still be in motion.

Follow the steps below to discover new prospects at “lost” accounts and identify opportunities that are potentially still live.

  1. Upload your closed/lost list into Priority Engine with the help of a TechTarget representative.
  2. Create a new Account List, name it, and write a description for additional context.
  3. Select your closed/lost list from the Manually Uploaded Lists drop-down, located in the Pre-existing Lists section.
  4. Click Save Account List at the top of the page.
  5. Assign access to this list from the Manage Account Lists page or set up exports from the Manage Exports page.

Focus on Late-Stage Buyers to Increase Appointments

Many of our customers have improved appointment setting rates by equipping their inside sales teams with late-stage prospects. With a Priority Engine late-stage list, reps can focus on calling accounts that are potentially further along in the buying cycle because they have shown interest in decision-stage content.

Follow the instructions below to get your inside sales reps started with late-stage prospect lists:

  1. Create a new Account List, name it, and write a description for additional context.
  2. Under Advanced Settings, click on the Purchase Signals drop-down menu under Additional Filters and select Late Stage.
  3. Click Save Account List at the top of the page.
  4. Assign access to this list from the Manage Account Lists page or set up exports from the Manage Exports page. For Export Prospect Type, select TechTarget Lead and Active Prospect.
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