Intelligence

Good sales processes always start with intelligence. Intelligence about the relevance and timing of your solution, about the right buyers and stakeholders in an account, and what those stakeholders care about.

Instead of just guessing, or relying on publicly available information (which all your competitors also have access to), your network can help you source unique intel to inform which accounts to chase, as well as how and when to chase them.

Ask your network for intelligence

Before asking straight for the intro, ask a partner, investor, etc for information about an account they might know. Commsor can help you identify the right people to ask for each account based on your network and the connection strengths between people.

You can use these casks to get specific context about current tools, buying processes, important initiatives, etc. This information can give you an edge in targeting the right accounts and opening doors at the right time.

Leveraging partner signals

Signals are (rightfully) all the rage in B2B sales. Third-party signals are publicly available to anyone (job changes, S1 reports, etc). First-party signals are unique to your company (website visitors, event attendees, etc). But what about creating new signals with your network?

Co-hosting events and co-creating content with your network can create new first-party signals that help expand the intelligence available to you and your sales team.