How to Execute Your Go-To-Market (GTM) Strategy with SalesIntel

Go-to-market (GTM) is one of the most effective sales strategies widely used across industries due to its ability to precisely and cost-effectively connect with the right audience. After all, the cost of sending an email or making a call is negligible compared to running ads or organizing events. That said, executing a successful GTM strategy requires numerous datapoints with precision, and for that reason, businesses need a platform that can deliver accurate data.

SalesIntel provides 95% accurate human-verified contacts so you can build your own custom company and contact lists with a few simple steps. Here’s a point-by-point guide on how to do it.

The Platform Basics

First of all, you should learn to navigate the platform and understand the basic functionalities you will be using later.

For the purpose of building a target list from scratch, there two key sections you should be aware of – company and contacts. Each of those sections has different functionalities and filters and explained below:

Company

The Company section is used to build a list of accounts based on numerous parameters. It is further divided into 4 parts:

1. Company Search

This is the most basic company search field that can be used if you are looking for any specific company. You can use either the company name or their website domain for search.

2. Firmographic

There are 5 firmographic filters available that can each tweak and refine the search in different ways.

• Location: The location filter can be used to designate specific locations to limit the search.
• Keywords: Keywords are associated with specific business types. If you target a business that does not neatly fit into any industry type, use keywords to find the nearest match.
• Industry: Industry filters are used to limit your search of companies to specific industries.
• Revenue: You can set a floor and ceiling limit to find companies of a particular size.
• Employees/Size: Set a minimum and a maximum number of employees to find companies of a particular headcount.

3. Technographic

Technographic filters are used to find companies using a specific tech stack. There are three types of technographic filters you can use:

• Search by Product: It filters companies using any specific technology product.
• Search by Vendor: It filters companies using any product from any specific vendor.
• Category: It filters companies using any technology product of a specific category from any vendor.

4. Intent

Intent filters are used to search for companies that are actively searching for any specific topic. Three intent filters you can use:

• Topics: Select the topics in which you think your prospects might be interested.
• Score threshold:  Based on the activity level, each company is assigned a score for each topic ranging from 60 to 100. Set the minimum score for which you want to limit your search.
• Topic threshold: Set the minimum number of topics for which your target companies must be searching.

Contacts

The contacts section can build contact lists using five extra filters on top of the Company and Firmographic filters discussed above. The five extra filters include:

• Contact’s Name: This filter can be used to search for contacts directly using First Name and Last Name.
• Contact’s Email:  The filter can be used to search for contacts using their email address. It can be either their business email or a personal email address.
• Job Level: This filter is used to search for contacts of specific job level. For example, if you want to contact only C-level executives, you apply a filter from this section.
• Job Department: This filter is used to search for contacts in specific departments like IT, HR, Procurement, etc.
• Job Title: This filter is used to search for contacts with specific keywords in their job title. For example, if you enter “sales,” all the people with “sales” in their job title would appear irrespective of their level or department.

There are numerous other functionalities and filters available as well, but the Company and Contact sections are generally sufficient to build a targeted prospect list for your GTM strategy.

Suppose you are a SaaS company that wants to sell one of its project management solutions. Your product is mostly used in a software development environment, and you want to use a GTM strategy for prospecting and finding new leads:

Step 1: Apply the Location Filters

Let’s say you only wish to target specific geographics in the US.

There are five options you can use to search for companies in any specific location

• A) Select the “United States” radio button if you want your search to be limited only to US-based companies.
• B) Select the “International” radio button if you want your search to include companies from across the globe.

If you have selected “United States,” you will have three additional options

• C) If you want to target only specific states, enter their names in the search box.
• D) If you want to target specific zip codes, enter those zip codes. You can also set a radius to return companies located only within the specified distance.
• E) You can also enter Metro Areas to be included in the search as many companies are located outside city limits.

If you have selected “International,” you will have the option to enter the name of countries you want to be included.

Also, use the “HQ” and “Branch” checkboxes to define whether those locations should have the headquarters, a branch, or both.

Let’s assume your SaaS company wants to target only three states – California, Texas, and Virginia in the US, and wants a list of all companies with either their headquarters or branch in these locations. Apply the filters as shown in the image below:

Step 2: Apply the Industry Filter

There are three options to select the specific industries you want to target:

• A) Scroll through the industry names and select the most appropriate. You can either select the broad industry like “Manufacturing” or drill down to its sub-categories like “Paper Manufacturing”.
• B) Enter the NAICS code of the industries you want to be included in the search
• C) Enter the SIC code of the industries you want to be included in the search.

For this example, you should select the “Software development and Design” industry under the Information Technology category.

Step 3: Apply Revenue and Employee Size Filters

These filters are useful if you want to target companies of any particular size. You can leave them empty if you want a list of all companies irrespective of their size or revenue.

For this example, imagine you want to target only those companies with at least 10M revenue and at least 50 employees. Here’s how you should set the filters:

Step 4: Apply Technographic Filters

Let’s assume your project management solution competes with other solutions like Zoho Projects, JIRA, and Clarizen, and you want to go after competitors currently. So it would be helpful to target companies that already have these solutions in their tech stack. So include these product names in the “Search by Product” box.

Also, if a company uses any product from these companies, it will probably be at the awareness stage for products of your category. So you should also include the name of these companies in the “Search by Vendor” box.

Finally, you might also want to pull a list of all companies that use any project management software. This can be achieved from the “Category” filter.

Once you have applied all the filters, hit “Search” and you will be returned a list of 70 companies with roughly 66K contacts.

You can at this point either

• Save this list to be processed or used later
• Export the data to your CRM or marketing automation tools
• Continue to filter down the contact list to find the right prospects.

Contact Filters

You currently have a list of 70 companies with 66,447 contacts. That’s too many, so you decide to drill down to find the best prospects.

First of all, select all companies, click the “Bulk Actions” tab and select “View Contacts” to get the list of all the contacts in one place. After that, follow these three steps:

Step 1: Apply Job Level Filter

Ideally, you would want to talk to only contacts at higher levels – managers and above. So in the “Job level” section, select Managers, Directors, Vice Presidents, and C-level Executives.

If you wish to track the changes in the contact list after each step, hit “Search” after applying each filter. In this case, after applying the job level filter, the list comes down to 17,264.

Step 2: Apply Job Department Filter

Since you are selling an IT product, it makes sense to target people only in the IT or procurement department. Select those departments from the list as shown in the figure below

If you hit search, you will see the list further comes down to 3,613 contacts.

Step 3: Apply Job Title Filter

Since you have a project management solution, your ideal persona would be people with “Project” or “Product” in their titles like Project Managers or VP of Product. Enter those keywords in the job title field like shown below

Finally, hit “Search,” and you will get a list of 427 contacts. To take a quick recap, these 427 people:

• Have either “project” or “product” in their job title
• Work in the IT or Procurement department
• Are managers or above in their company where the company:
  • Deals in software development and design
  • Uses a project management solution
  • Uses at least one product from Zoho, Atlassian, or Clarizen
  • Has deployed either JIRA, Zoho Projects, or Clarizen
  • Has at least 50 employees and a revenue of $10M
  • Is based either in California, Texas, or Virginia

For each of those 427 contacts, you get the following pieces of information:

1. Work email
2. Personal Email
3. Mobile Number
4. Direct Dial
5. HQ Phone Number
6. Branch Phone Number
7. LinkedIn Profile Link

Lastly, click “Select All” or manually select any specific contacts you want and then click the “Bulk Action” tab to:

1. Reveal all the contact information
2. Export to Salesforce
3. Export to Hubspot
4. Export to Outreach
5. Export to SalesLoft
6. Export to Marketo
7. Export as a CSV file
8. Request a preview file

You should note that SalesIntel allows only human-verified data to be exported. You can choose to reveal the machine-verified contact information or select the contacts you need to export and then click the “Bulk Action” tab and select “Request Verification” for those contacts to be human-verified, typically within hours.

Overall, depending on your market size, building a prospect list on SalesIntel can take anywhere between 5 minutes to an hour. After you export those contacts to your CRM or sales and marketing automation tools, you can immediately start outreach via calls or email.

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