When should sales teams use DiscoverOrg’s company insights versus contact insights?

Using company insights for understanding broad contexts and contact insights for personalized outreach supports a strategic approach to sales. Company insights provide valuable information about broader industry trends, organizational structure, and market positioning. This macro-level data helps sales teams grasp the overall context of the companies they are targeting, including their challenges, opportunities, and competitive dynamics. This contextual understanding is essential when developing sales strategies and identifying the right target companies.

On the other hand, contact insights focus on the individual people within those companies. They deliver detailed information about specific decision-makers, including their roles, backgrounds, and preferences. This granular data is crucial for crafting meaningful and personalized outreach that resonates with the unique needs and motivations of individual contacts.

Therefore, employing company insights to inform the broader sales strategy while leveraging contact insights for more tailored communication ensures that sales teams can effectively engage prospects and build relationships based on informed understanding and relevance. This dual approach maximizes the chances of success in the sales process.