Find and Prioritize Accounts
Get the Data You Need to Find the Right Accounts
Timing is everything. Find accounts when they’re ready to buy.
Sales organizations face a visibility problem: prospects are well on their way to a decision before you know they’re even in the market. And the fallout is brutal. You miss active, engaged buyers, and sales and marketing prioritize the wrong accounts.
There’s a better way
Account Intelligence — data-enhanced, AI-powered insight that pulls together all the buying clues from your data and third-party sources to uncover hidden intent.
See your accounts in one complete view so you can shift your strategy from spray-and-pray to focus on the right opportunities.
“Demandbase is a great tool to move your targeting from a one-to-many to a one-to-one and do some true ABM tactics. Working with your sales teams and then this tool, you can truly target the leads that your sales team is looking to get into, or even better, help them move through the pipeline by targeting your opportunity accounts.”
Michael R., Marketing Manager, Enterprise
Don’t just take Michael’s word for it
Explore more reviews on G2
Want to get practical?
Check out these step-by-step “how to’s”
Uncover net new accounts
As a demand generation marketer, I want to target accounts that are not in our CRM with an awareness campaign. I’m interested in accounts showing intent on specific keywords.
- Dynamically identify all accounts outside your CRM with recent onsite engagement and keyword intent.
- Add additional filters using specific keywords, engagement minutes, and a host of other variables for laser-focused marketing campaigns.
- Take it to the next level. Share net new accounts with sales to align on strategy. Add qualified leads to your next account-based campaign.
Reach out to the right people at my accounts
As a sales rep, I want my outbound efforts to be productive. I need to find contacts who are most likely to be interested in what I’m selling.
- Search for the right contacts at target accounts by job title, level, function, and more.
- Filter on mutual connections to refine your list to those who are most likely to engage. Then draw on news and social insights to help start the conversation.
- Do one better. Take our data with you wherever you browse, whether you’re on LinkedIn, company websites, or anywhere on the web.
Understand in-market intent and engagement
As an account exec, I have an account list. How can I further segment it to focus on the best accounts for outreach?
- Clarify and prioritize your target account list by isolating accounts with recent intent and marketing engagement activity.
- Use this list to target the engaged accounts with your relevant messaging. Take it up a notch. Share your list with your sales development team to deepen engagement across the account.
Deliver intent and engagement insights to sales
As a marketing ops manager, I want my sales teams to receive actionable information — every day — to prioritize their outreach.
- Create reports using Selector criteria, like customers displaying high competitive intent signals in the last week.
- Create and configure a Subscription from the desired report(s).
- Select recipients, delivery channel (Slack/Email), and send frequency.
- Take it to the next level. Group multiple email subscriptions into a digest view for easy viewing.
Identify accounts researching competitors and reach out before it’s too late
As a customer success manager, I want to know when my customers are checking out competitors so I can head off potential churn.
- Starting with your account list, use Selectors to filter on recent Competitive Keyword Intent and Desired Renewal Date.
- Start a conversation based on competitive insights.
- Do one better. Work with customer marketing to develop nurture campaigns and personalized outreach that will keep customers engaged and win back wandering customers.
Create a competitive take-down campaign
As a demand gen marketer, my competitors are winning market share and I want to create a campaign to target their customers.
- Use technographics to build out a list of accounts that use your competitor’s technology.
- Target those accounts with key messages.
- Send them to a custom landing page that explains why you’re really a better choice.
- Pile it on. Provide value-added content like ebooks, webinars, or marketer-to-marketer conversations, and leave no doubt why you’re the choice that counts.
What else can you do with Demandbase One™?
We thought you might ask. So we listed our most popular use cases below.
Build
Build an account-based GTM foundation
Without a unified view of your customers, marketing and sales are not in lock-step. Measure — and act on — what matters using account-based metrics.
Find
Find accounts when they’re looking to buy
Spend your time and money on the right accounts with Account Intelligence you can trust.
Engage
Engage with your accounts
Turn generic interactions into relevant engagements that count. Personalized messages reach your buyers’ ears with more impact regardless of the channel.
Close
Close more opportunities
Sharing data and insights in one place helps your reps go after the right accounts with the right message. Every time.
Expand
Expand your business with existing customers
It’s more efficient than landing new customers and increases their stickiness too.
Ready to dive in? We’ve got a rep waiting to talk to you!
Want to know how Demandbase One™ can fit into your processes and teams? We’re glad you asked.
