Bronze one Flashcards
Install
Scientific approach, profiling billions of documents every day including unstructured, structured, online and offline web source. The secret sauce is the job listings and anonymized CV/resumes which allow us to project what a company has installed- this is triangulated across the digital signature, resume, and job postings.
spend
We uniquely collect data from a wide variety of sources including surveys, national statistics, company and supply side financials, key opinion leaders, and budget commentary. We base it off spend models from D&B firmographics and take those to create algorithms based on different cohort groups. It is a forward looking directional spend model
contracts
Mercy of public domain through published public documents. Contract information is no different from contract info for outsourced organizations.
contextual intent
Bidstream data as a source for our intent as opposed to first party. Provides a broader view of intent signals coming from the market – engagement with ads, research papers, white papers linked to topics – then using Natural Language Processing (NLP) analytics over the top paired with our technographics to establish the context (researching vs. evaluating)
Rubrik case study
the fastest company to reach a billion dollar valuation and they attributed their success largely in part to HG’s data set
cisco case study
levered our intelligence and told us it helped them identify over and actually close $5bn of new business in 2020
how do you use bird book
To look up roles and tailor how our data helps each individual job description based on their specific needs
How do you leverage your connection & conversion metrics to help coach yourself?
You compare your connection and conversion metrics to calculate the required amount of dials to hit the minimum expectation of demos booked on the team.
What does good look like on our team each week by demos booked & # of dials?
270 dials 6 demos
How do you build a basic angle?
What do you need to know about the company?
How do you formulate that into a talk track?
Show an example
Obtain a basic understanding of what the target account does (what segment of IT do they GTM?)
What are 2-3 partners/competitors of the target account that are current customers of HG?
Recent press-releases? Earnings Reports? Product Announcements? Acquisitions? Rounds of funding? Leads / Contacts of customer accounts that have transitioned to the target account? Key promotions? Recent executive interviews online? Target company blog?
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Cvent example - Perfect, well just to take a step back here, like I mentioned we’ve actually been recently working heavily with (PERSONA) leadership at other engagement platforms like (Marketo, Salesforce, Zoom) - really helping their direct and channel teams identify the right markers and companies aggressively spending on virtual event planning solutions, with distributed workforces, using legacy products from vendors like (Eventbrite and Brighttalk) with contracts coming up for renewal in the next 6-12 months.
Where can you find account-specific scripts in SFDC?
The right column on the SFDC Account Page of your target account
After you create a script, where do you link it?
The “Script” column on the Outbound Organizer
