Today, we released a small but mighty new sequencing capability to make your account based sales workflow even more actionable. Now you can sequence prospects (individually or in groups) from the accounts page. What this means for you: an easier way to select multiple similar companies you want to reach out to and mindfully sequence targeted prospects or personas from those companies without spamming entire organizations.
You can now select a group of accounts you want to target and pull a list of prospects within those accounts. From there you can refine the group of prospects they want to target within the account, based on existing filters on the prospect page. You can also select prospects, accounts, tasks, sequence, templates, snippets and users across multiple result pages and it will keep track of who or which items are selected.
We are big believers in account based selling, and we subscribe to "Rule 52" (if you haven't heard of it before, listen up!). Rule 52 is a guideline that for successful account-based selling, you should be reaching out to or in contact with five prospects in a target account at any time, and that two of those prospects must be decision makers with purchasing power. Simple, right?
It's hard to get your prospect's attention, and even harder to be absolutely certain you're reaching out to the right people. Following Rule 52 helps you build familiarity among prospects you're trying to get in touch with, and sequencing prospects from the accounts page allows you to ensure you're reaching out to the right quantity and diversity of prospects in a given account.