Sales & Lead Generation Use Cases for Discovery Features

Use Cases

Understanding how to leverage our discovery features can significantly enhance your sales and lead generation efforts.

Here's how to use them effectively:

Find Thought Leaders Applications

1. Competitor Customer Discovery:

• Identify thought leaders using competing solutions.

• Track their engagement to find potential customers.

• Monitor customer success stories and testimonials.

2. Industry Pain Point Mapping:

• Find voices discussing specific problems you solve.

• Track discussions around industry challenges.

• Monitor trending topics in your space.

3. Market Research:

• Discover emerging trends through influential voices.

• Identify new market segments.

• Track industry sentiment and changes.

Find Engagers Applications

1. Intent-Based Prospecting:

• Find people actively engaging with solution-related content.

• Identify prospects showing interest in specific features.

• Track engagement with competitor content.

2. Account-Based Marketing:

• Discover multiple stakeholders within target accounts.

• Track engagement patterns of decision-makers.

• Monitor buying committee interactions.

3. Trigger-Based Selling:

• Identify prospects engaging with pain point content.

• Track engagement with industry challenge discussions.

• Monitor job change announcements.

Strategic Implementation:

1. Create targeted lists based on engagement frequency

2. Develop personalized outreach based on content interests

3. Time outreach with engagement patterns

4. Build multi-touch campaigns around specific topics

Pro Tip: Look for prospects engaging with multiple thought leaders in your space - these often indicate higher intent and awareness of the problems you solve.

Workflow Ideas

Pro Tip: Combine workflows for maximum impact. For example, use pain point mapping with trigger-based selling to create highly targeted campaigns based on both interest and timing.

Find Thought Leaders Workflows

1. Competitor Customer Discovery Workflow:

Step 1: Identify 3-5 competitors' top advocates
Step 2: Track their content for customer mentions/tags
Step 3: Create audience list of engaging customers
Step 4: Filter for engagement frequency (3+ times)
Step 5: Research company fit and timing
Step 6: Develop personalized outreach based on pain points discussed

2. Industry Pain Point Mapping Workflow:

Step 1: Search for thought leaders discussing your core problems
Step 2: Track top 10 most relevant voices
Step 3: Tag content by specific pain points
Step 4: Create segmented lists by problem area
Step 5: Monitor engagement patterns
Step 6: Develop solution-focused outreach campaigns

3. Market Research Workflow:

Step 1: Identify thought leaders in adjacent markets
Step 2: Track discussions around emerging trends
Step 3: Create smart tags for specific topics
Step 4: Build lists of early adopters
Step 5: Monitor engagement patterns
Step 6: Develop pioneer-focused outreach

Find Engagers Workflows

1. Intent-Based Prospecting Workflow:

Step 1: Search for multiple-time engagers
Step 2: Filter by job title and company size
Step 3: Create engagement frequency segments
Step 4: Tag by content theme interaction
Step 5: Prioritize by engagement recency
Step 6: Launch personalized outreach sequences

2. Account-Based Marketing Workflow:

Step 1: Input target account list
Step 2: Track engagement across decision-makers
Step 3: Map internal champions and influencers
Step 4: Create account-specific engagement timelines
Step 5: Identify common interest points
Step 6: Develop multi-stakeholder outreach strategy

3. Trigger-Based Selling Workflow:

Step 1: Set up smart tags for buying signals
Step 2: Monitor engagement with specific triggers
Step 3: Create urgency-based segments
Step 4: Track engagement velocity
Step 5: Prioritize based on trigger relevance
Step 6: Launch trigger-specific campaigns