No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, they just aren’t.
Have you ever noticed that there are spikes in the number of prospecting emails you receive when:
- You change jobs?
- Your company announces new funding or new hiring initiatives?
- You are doing a lot of online research on a particular topic?
DiscoverOrg customers leverage our platform to identify the right time to prospect based on trigger events such as these, and they leverage our verified org charts, direct dials, and email addresses to connect with the right buyers within their target companies.
“The Most Prospected To Companies” By State During the 2nd Half of 2016
With almost 50,000 sales and marketing professionals across the globe using our platform, we have access to deep insights around which companies and contacts are being prospected to the most often, and we thought the insights were pretty revealing. The map below highlights the “most prospected to” companies by state HQ location as revealed by views in the DiscoverOrg platform over the last 6 months.
View the Map Below and Share:
The companies that pop up on top change over time based on key initiatives and events (i.e. Indeed’s massive expansion and new Austin headquarters likely influenced its spot on top in Texas), but I’d venture to guess that some of these companies stay on top month after month, year after year.
So, what does this mean? Is it a waste of time to prospect into companies that are getting bombarded everyday with sales pitches? Not at all. It does mean, however, that you have to be smarter to get through all of the noise. What are a few keys to smarter prospecting?
- Know your target buyers inside and out, connect to their pain points with your messages, and succinctly explain the value of your solution
- Leverage Sales Intelligence to identify companies and contacts that fit your target profile AND to get scoops that indicate when they are most likely to buy
- Mix it up with a combination of calls, emails, direct mail, ads, and social communications
- Don’t give up. It might take 5, 10, or even 15 touches to make the connection.
- Try something unique – we are all selling and marketing in a sea of sameness, and you have to stand out to cut through it all.
For more information on smarter prospecting, check out our ebook The Superhero life of Your Prospecting Email.
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