- Stay informed about prospects
- Demonstrate business acumen
- Book more meetings and generate more opportunities
Why Account Research?
As an SDR, you create the first impression of your business with prospects. Prospects love it when you come across as thoughtful, well informed and relevant in your communication with them. Be it an email, a LinkedIn message or a phone call, you can give your prospects a great reason to have a valuable conversation with you.
How is Account Research done today?
Successful SDRs build their knowledge of the prospects’ industry and company. They use resources such as news, press releases, financial information and other sources. It is also common to find SDRs set up news alerts on companies they are tracking. If you are not doing at least some of these, and are targeting mid-market or enterprise segments, you might find it challenging to engage prospects well.
Good quality research can be a time consuming process: browsing multiple sites and documents, doing several searches and poring through documents to identify valuable insights.
What is the challenge with Status Quo?
There are 3 challenges with today’s situation:
- No contextual insights relevant to your business
- Time taken to research all your accounts
- Likelihood of missing out valuable insights
1. No Contextual Insights
All research today forces you, the SDR, to interpret information from target accounts, that is relevant for your business. Often, information can be interesting but not useful for your outreach. Including in cases where you have input from your ABM systems but with generic topics of interest.
For example, let us say you’re selling security software. How useful is it that your target account, a major retailer, is opening new stores?
On the other hand, let us say the retailer reported a data breach recently – this intel could be very valuable to you.
Now, it is your job to interpret and select the ones that you are interested in, and get insights from them.
2. Time Taken For Research
In hundreds of conversations with SDRs and SDR Managers, we have learnt that over 40% of an SDR’s time can go into doing account research. In other words, you are spending over 1 week every month, doing account research.
If you got back 1 week of extra time per month, imagine the chances of hitting your quota!!
3. Missing Valuable Insights
Or, the proverbial case of “many a slip between the cup and the lip“.
You are searching for insights on your target account. The most interesting insights are present in search results 41-50! You looked at the first 3 pages, and didn’t find anything interesting, and so you moved on / or settled for something less interesting.
You are reading up the 57 page annual report of an enterprise that is your target account. Valuable insights were present in it, but missed your attention due to the detail and density of information in it!
So, what do you need?
As an SDR, you need a solution that arms you with unique insights about target accounts, specific to the product or service you are selling. It should certainly save you a lot of time, and not make you switch multiple tabs from your sales outreach workflow. This keeps you productive and your manager will appreciate you for staying on the ball.
How does B2Brain equip you?
As an SDR, you load up their target accounts via the B2Brain.com dashboard.
Once these are loaded, B2Brain gets to work, looking through over 750,000 sources for information and identifies insights pertinent to your business.
These show up in your B2Brain dashboard as well as in the CRM/SEP that you have integrated, along with Talking Points and Recommended Leads.
Use these insights, reach out to prospects, have great conversations and build your pipeline, all while getting back over 1 week/month.