Ever get the sense your sales team isn’t spending time on the highest priority accounts? Or maybe you’re not sure which accounts deserve the most attention. There is a way to correctly identify your ICP, prioritize your accounts with precision, and reach out with the right message at the right time. Learn from Alex Nisenzon, Principal Account Manager at SimilarWeb, as he leads us through the new process for creating a thoughtful, data-based plan for sales success. After this session, you’ll be able to make the transition from a customer advocate to an intentional, data-focused consultant with an eye for timing and messaging.

1. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Gain & Retain
Customers Using
Data
External Intelligence for Optimizing
the Sales Funnel

2. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data

3. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Alex Nisenzon
Principal Account Manager
SimilarWeb

4. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
GIVEAWAY
Post a linkedin screenshot of
your favorite tip, and we’ll pick
two people to win some
awesome swag.
Don’t forget to tag @SimilarWeb!
#SimilarWebinar #Sales

5. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Shifts in the Sales Leader Mentality
Desire to be
more data-driven
Want to optimize
inefficiencies
Realized need for
differentiation

6. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
What is External
Intelligence
for Sales?
Information that provides insight into
the innerworkings, performance,
strategy, etc of your prospects and
customers.

7. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Tip #1
USE EXTERNAL INTELLIGENCE TO
Rethink Your ICP

8. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Without External
Intelligence →
Your (old) Ideal
Customer Profile
ICP for Payment Company ABC:
● Online merchant
● Annual revenue $10M - $500M
● Headquartered in the US

9. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
The world is
dynamic
Every month over 1M websites are
born and 300,000 vanish.

10. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Even entire industries are always shifting (especially during a pandemic)

11. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
What should your ICP really be?
Your ideal customer profile should be the
intersection of the value you can provide and the
opportunity that exists in the market at that time.

12. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
With External
Intelligence →
Your Redefined
Ideal Customer
Profile
● Online merchant
● Industry: Consumer Goods, Restaurant
Delivery, Online Retail
● Annual revenue $10M - $500M
● > 650,000 purchases per month
● Headquartered in the US
● Operating in >2 markets
● Built on Magento or Shopify
ICP for Payment Company ABC:

13. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Tip #2
USE EXTERNAL INTELLIGENCE TO
Prioritize Your Efforts

14. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data

15. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
So you have your leads… now what?
External intelligence is not just about defining who the
right lead is, but also about determining which lead
you should reach out to at what time.

16. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Size isn’t everything!

17. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Keeping up to date is CRITICAL
SIZE STRATEGY
MARKETS
Website Traffic Trends International Market Growth News Announcements

18. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Tip #3
USE EXTERNAL INTELLIGENCE TO
Be Consultative
in Your Outreach

19. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
Without External Intelligence → Leading with “here is what our solution does”
Hi Prospect,
Nice to e-meet you.
My name is John Smith and I’m an account executive at Random Company, where we help businesses
do X, Y, Z.
We do this by offering:
● Feature/ Value 1
● Feature/ Value 2
● Feature/ Value 3
Are you available for a 30 minute call tomorrow to discuss implementing our solution for your business?
John Smith
Account Executive
Mobile: (800) 123-4567
Email: salesperson@randomcompany.com

20. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
With External Intelligence → Leading with “here is what I know about your business, and how I can help”
Hi Prospect,
Nice to e-meet you.
I noticed you were starting to enter A and B additional markets (both countries we specialize in with our
services), so figured I’d reach out.
My name is John Smith and I’m an account executive at Random Company, where we help businesses
do X, Y, Z.
Since you are already using Magento as your e-commerce platform, integrating our solution would only
take about ~15 minutes (we offer a native plugin to make things more efficient).
Are you available for a 30 minute call tomorrow to discuss further and see how we might be able to
help?
John Smith
Account Executive
Mobile: (800) 123-4567
Email: salesperson@randomcompany.com

21. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
THANK YOU!

22. Sales Hacker & SimilarWeb: Gain & Retain Customers Using Data
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