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Nov 28, 2024

How to Identify High-Value Accounts by Industry

Nathan Thompson

Nathan is a revenue-focused marketing leader. By day he manages Demand Gen right here at Copy.ai, by night he enjoys family time in the Rocky Mountains!

Sales teams often struggle to identify and prioritize high-value accounts likely to convert in each target industry. This inefficiency leads to missed revenue targets, wasted sales resources, and team frustration. An AI-powered solution that scores accounts by industry and guides reps to focus on the right targets can boost sales productivity and accelerate growth.

The Deal Coaching package in Copy.ai offers two key workflows to address this challenge:

  1. AI Deal Scoring: Analyzes sales call transcripts to generate an AI-powered deal score and extract key context like use cases, enthusiasm levels, budget, timeline and decision-makers.
  2. Lead Prioritization: Takes the AI-scored accounts and enables sales teams to automatically route and prioritize leads based on their score and industry.

These workflows help sales teams focus on the highest-value, highest-probability opportunities in key verticals. This approach improves sales productivity and effectiveness.

How to Identify High-Value Accounts by Industry

1. AI Deal Scoring

This workflow analyzes sales call data to rank accounts based on their ROI potential.

Inputs Needed: Sales call transcripts

What the Workflow Does:

  • Step 1: Input sales call transcripts into the workflow
  • Step 2: Run the AI Deal Scoring tool to analyze the transcripts
  • Step 3: Review the AI-generated deal scores and key deal context surfaced like use cases discussed, buyer enthusiasm levels, budget availability, purchase timeline, and decision-makers involved
  • Step 4: Enhance CRM records with the deal scores and AI-extracted insights to focus the team on the best opportunities

This workflow gives sales teams a quick assessment of deal potential across industries, automates extraction of key deal criteria, and helps reps prioritize based on data-driven recommendations.

Example in Action: A B2B SaaS sales team selling marketing automation software can input call transcripts from conversations with CMOs in healthcare, financial services, and retail. The AI Deal Scoring workflow will analyze the transcripts and rank the potential value of each account based on the industry-specific use cases, budgets, and buying signals discussed. Reps can then focus their efforts on the highest-scoring opportunities in each key industry.

2. Lead Prioritization

This workflow takes the AI-scored accounts and automatically routes them to the right reps and sequences based on their industry and score.

Inputs Needed: Scored leads from the AI Deal Scoring workflow

What the Workflow Does:

  • Step 1: Set up lead routing rules based on account score thresholds and target industries
  • Step 2: Input AI-scored leads from the Deal Scoring workflow
  • Step 3: Let the workflow automatically route leads to the right sales reps and sequences based on the predefined rules
  • Step 4: Monitor lead distribution to ensure the highest-potential opportunities are getting routed correctly

This workflow helps sales teams get scored leads from high-priority industries to the right reps quickly, ensuring high-value opportunities receive prompt attention.

Example in Action: Once the B2B SaaS sales team has AI-scored their accounts in healthcare, financial services, and retail, they can use the Lead Prioritization workflow to automatically route the highest-scoring leads in each industry to the reps who specialize in those verticals. This ensures speedy and targeted follow-up with the most promising industry-specific opportunities.

Putting Them Together

These two workflows enable sales teams to take a data-driven and industry-specific approach to identifying and pursuing high-value accounts.

The AI Deal Scoring workflow first scores accounts based on their potential value. The Lead Prioritization workflow then takes those scored opportunities and automatically routes them to the right reps based on industry specialization.

This approach ensures that sales teams focus their time and resources on the accounts in each industry most likely to generate significant revenue. Managers can see which industries have the most promising opportunities and coach reps effectively.

Why Copilots Aren't Sufficient

AI copilots like ChatGPT can help with general lead prioritization, but they have limitations for identifying high-value accounts by industry:

  • They can't integrate with a company's specific sales tech stack and processes
  • They lack customization options for a company's unique target industries and account scoring criteria
  • They don't drive consistent usage of industry-specific scoring across the entire sales org
  • They have limited ability to route scored leads to the right industry specialists

Copy.ai's Deal Coaching and Lead Management packages integrate directly into a sales team's existing tools, processes and org structure. This promotes adoption of a unified, industry-specific account scoring approach.

Looking Ahead

Sales teams using Copy.ai's platform can expand to other workflows that enable reps to craft relevant, industry-specific outreach at scale:

  • Personalized email and LinkedIn messages by industry
  • Industry-specific sales battlecards for competitive differentiation
  • Tailored talk tracks and objection handling by industry
  • Curated case studies and references for each key industry

Combining multiple Copy.ai workflows across the sales process helps teams deliver relevant content to buyers in each critical industry they serve. This strategy drives growth and efficiency.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

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