The sales team of a Fortune 500 IT services company had 63 SDRs and account executives working on 550 US-based healthcare accounts. The sales leader believed deal cycles could be shortened with personalized engagement with prospects. They tried using Google Alerts to get news on accounts and use it to make contextual conversations. However, this activity had to be abandoned because of junk information. They approached Contify to explore if we could provide curated intelligence on their accounts which included payers, hospital chains, and MCOs.
We configured our Market Intelligence platform to track both the accounts and the corresponding contacts. The custom configuration of Contify included:
Contify’s account intelligence solution enabled the client’s sales team to find opportunities to engage with prospects and target accounts on a regular basis. In a survey conducted with the client, we found that 90% of the respondents found sales triggers relevant to their opportunities. We were also able to surface intelligence on companies that rarely appear in the media.
SDRs and account executives found opportunities to engage with their prospects