Account-centric sales development means that you have to know a lot about each account. Not just the size, location and industry. And your data has to be accurate and up-to-date.
"Over 50% of the data in most CRMs is out of date or invalid, and over 30% of the data purchased from most data providers is just plain wrong." -Ben Sardella, Co-founder Datanyze and OutboundWorks.
The OutboundWorks platform automatically acquires and validates up to 5 types of data for each account:
Firmographic Data including hard-to-identify markers like "B2B", "e-commerce", and "early adopter" and time-based signals such as "recent leadership change" and "recent funding round".
Demographic Data including preferred communication methods and times-of-day for most decision makers.
Technographic Data including technology installed on site and used in the home office.
Social Data including possible introduction paths, preferred social platforms, and sentiment analysis of tweets, posts, and blogs.
Personalization Data including any other information about interests, professional focus, career path, or relationships that can be used to establish authentic rapport quickly.