In B2B sales, nearly every aspect of the sales stack has been organized, systematized, and automated. Yet account research is a notable exception. It remains largely unstructured, unsystematic, and manual.
Some reps swear by LinkedIn as the one and only source for intelligence. Others analyze their accounts’ press releases, job postings, and earnings reports. Ask ten reps, and you'll get ten distinct answers about how best to research prospects.
While there are naturally differences industry by industry, are there any best practices that we can follow? Luckily, there are.
Though nebulous, the significance of research is undeniable. Over 80% of reps who beat their quotas by 150% or more invest time researching every prospect before reaching out. They know that proper research matters, but they also feel the strain of spending hours on such an open-ended and unsystematic task with dozens more calls to make.
With all the information out there, it’s no wonder sales reps struggle to do thorough research on 12 or more accounts. In order to be successful, research needs to be a full team effort between Sales, RevOps, and Marketing.
If keeping tabs on all that is too much for you, there’s AI to the rescue. 🚀
A solution like Aomni trains an AI agent tailored to understand your product's unique value proposition. It works collaboratively with you, defining targeted ICPs, qualifying prospects, and conducting deep strategic research. Unlike regular AI chatbots prone to misinformation, Aomni's approach focuses on extracting relevant information directly from the source and processing it into digestible reports.
What makes Aomni stand out is its ability to create a customized account plan for each prospect account, based on key strategic initiatives, public filings, social media, and stakeholder analysis. No more endless, fruitless hours of research. Instead, you’ll get a strategic, streamlined plan to stand out to your buyers.