Bill Gallagher explains how sales reps use AI and firmographic data to build a prioritized hit list of prospects. The approach personalizes outreach by showing reps who to call, what to say, and why, which boosted rep-customer interaction rates and cross-sell rates.
Looking at firmographic information. So how big is the company? How dispersed is the company? They used outside information to see, does this company, is it having financial problems, is it involved in acquisition, is it expanding into new geographies? And through all of that, they created, on a single pane of glass for the salesperson, their hit list for the week. Who, who should they call with what and why? Why? That's really important. And so, from the customer's perspective, it's personalized because they are getting much more relevant contacts from the salespeople, things they do want to talk about. And so the interaction rate of the reps with customers went up, cross sell rate went up. And basically more and more and more of the reps were adopting this system. So it was a, it was a total home run.
