Imagine walking up to a clothing shop and picking up a suit on a whim without checking its size. The chances of it being a misfit for you are quite high. Now imagine that you decide to wear the suit for the most important day of your life: it can be your biggest business deal, the interview for a dream job, or your wedding. You would be setting yourself up for a mishap by wearing an ill-fitting suit. Wouldn’t you want to present yourself according to the occasion? So, what do you do?
You pick the right outfit for the occasion. You go to a top-notch tailor to customize to ensure that it fits you perfectly. You opt for clothing that fits you and the occasion.
How can you not do the same for enterprise sales deals worth over $100K?
“One size does not fit all.” - Frank Zappa
The company narrows down its target for enterprise sales. It assigns the AE to do the research. The AE uses reputable Sales Intelligence and Data Enrichment software. S/he hopes for the best. S/he looks forward to unearthing valuable information about the target account. However, instead of giving him/her the necessary information - the sales intelligence tool spits out generic outcomes that would be available with a Google search.
Let’s see how AEs tussle with Sales Intelligence tools that fail to provide them with any context with an example.
How AEs Struggle to Find Anything Relevant from Data
We saw before how there is no shortage of data for the AEs. A myriad of Sales Intelligence tools serve them. To begin with, their principles of ranking an account are recipes for disaster. Their dependence on intent data ceases to provide any valuable insight. But let’s take an example where a company manages to narrow down a company despite inefficient data.
Let’s say a cybersecurity company specializing in preventing phishing attacks chooses Adobe as its target account. They use a Sales Intelligence tool to glean more information about the company. Upon researching, they found generic information easily available on Google. The org charts tracing pathways to Adobe’s stakeholders connect to the whole company instead of shedding light on the path relevant to the vendor’s niche of preventing phishing attacks.
Closing an enterprise account deal using Sales Intelligence tools dealing with generic data seldom pays off. A measly 1.1% success rate in B2B SaaS sales testifies that this approach is failing. In addition, it wastes a ton of time and resources without yielding consistent success.
But aren’t we supposed to make the best of the tools at our service? Not really. Especially when a tool offers you access to contextualized data from account scoring to corporate gifting. Yes. There is a tool that lets you clone the best salespeople in the world.
Read on to know how.
How Vieu Rescues AEs with Contextual Data
Vieu provides contextual data to empower AEs and make them the best in the business instead of them providing them with a blanket statement under the guise of enterprise sales data. Here’s how.
1. Custom Account Scoring: Scores account based on events relevant to the vendor’s product value proposition. Vieu provides custom signals by discover information from a company’s SEC filings, social media pages, and other sources to check whether their needs align with what a vendor is selling.
2. Account Intelligence: Delivers curated information by picking relevant information from articles and social media accounts. Sales Intelligence tools flood you with information that hold no relevance. Vieu cherry picks information to save your time and effort.
3. Precise Stakeholder Maps: Provides the pathway to the relevant stakeholders and the buying committee so that you do not go knocking on every door. Generally, Sales Intelligence tools overload you by providing hundreds of profiles of irrelevant people to close your enterprise sales deals. Vieu shows you stakeholders and members of the buying committee relevant to your product and its value proposition.
4. Meeting Preparation: Carves a roadmap for you to present your product in the best possible manner in the meetings with prospective enterprise accounts.
5. Corporate Gifting: Suggest the best corporate gifts that align with the C-level executive’s interests, letting him/her know that s/he holds immense value to the selling company. Otherwise, generic gifts like wine and mugs lie in a corner.
Start using Vieu to find contextualized data for your enterprise sales.
