Company & CRM data
Find relevant accounts and maintain better company records. Connect prospecting and enrichment with entity matching so commercial workflows use the right business information.
18 of 30 topics shown
- Prospecting & segmentationB2B ProspectingB2B prospecting is the process of identifying organisations that are likely to fit a commercial offer and prioritising them for outreach. It starts with a clear target customer profile and turns business data into a researched list of potential accounts. A list is an input to the sales process, not proof of buying intent.
- Prospecting & segmentationTarget Account ListA target account list is a selected set of organisations prioritised for a defined commercial strategy.
- Prospecting & segmentationIdeal Customer Profile (ICP)An ideal customer profile describes the organisational characteristics associated with a good fit for an offer.
- Prospecting & segmentationAccount SegmentationAccount segmentation groups accounts by characteristics relevant to a sales or service strategy.
- Prospecting & segmentationFirmographic SegmentationFirmographic segmentation groups organisations using company characteristics such as industry, geography or size.
- CRM enrichment & maintenanceCRM Data EnrichmentCRM data enrichment adds or refreshes information about accounts and contacts using additional sources. For company accounts, that can include legal identifiers, industry, location, ownership or financial attributes where available. Effective enrichment starts by identifying the right entity and defining which source is allowed to update each field.
- CRM enrichment & maintenanceContact EnrichmentContact enrichment adds or refreshes information about a person’s business role or contact record.
- CRM enrichment & maintenanceAccount EnrichmentAccount enrichment adds or updates company-level information on an account record.
- CRM enrichment & maintenanceCRM Data CleansingCRM data cleansing identifies and corrects quality issues in CRM records under defined rules.
- CRM enrichment & maintenanceEnrichment Match EvidenceEnrichment match evidence records why an incoming data record was selected for an existing account or contact.
- Sales operations & account workflowsLead RoutingLead routing assigns an incoming lead to a team or owner according to defined rules.
- Sales operations & account workflowsLead-to-Account MatchingLead-to-account matching links an incoming lead with the appropriate existing account using identity evidence.
- Sales operations & account workflowsLead ScoringLead scoring prioritises leads using a model or rule set for a defined commercial objective.
- Sales operations & account workflowsTerritory ManagementTerritory management defines how accounts or opportunities are assigned across sales responsibilities.
- Sales operations & account workflowsAccount-Based Marketing (ABM)Account-based marketing coordinates outreach and content around selected organisations and relevant buying groups.
- Company & market researchCompany ResearchCompany research gathers and evaluates information about an organisation for a defined business question.
- Company & market researchMarket IntelligenceMarket intelligence analyses information about a market to support commercial decisions.
- Company & market researchTotal Addressable Market (TAM)Total addressable market estimates the overall opportunity for an offer under stated assumptions.