Finding Quick Wins

How to use ChatGPT to identify the right accounts for outbound

Author

Tech Sales Guy
January 30, 2025

Finding Quick Wins

How to use ChatGPT to identify the right accounts for outbound

Read Time = 3 minutes

Sales reps hitting 200% quota typically have 2-3 years tenure.

Sneaky reason why:

They have the best accounts…

  1. It takes time to earn the trust of your manager so they pass the ‘gold leads’

  2. It takes patience to wait for your peers to leave and/or give up account ownership

  3. It takes consistent performance to move into the best segments and territories

So… what are you supposed to do when you join a new company or territory?

Keep reading.

ChatGPT for Account Prioritization

Just because an account is in your territory or segment doesn’t mean it’s worth prioritizing for outbound.

You want to focus on companies that have a use case you can support AND show a propensity to buy.

Here’s a tactical way to find the right accounts for outbound:

(use the data available in your CRM to make it your own)

  1. Create a CRM report with your accounts. Add these columns for data:

    • Previous opportunities

    • Company website

    • Industry

    • Geography

    • + other proprietary data from your CRM

      • Funding, ICP score, Marketing activity, Employee count etc.

    Export the raw data into this format.

    (Hubspot and other CRMs have similar export capabilities)

  1. Input this prompt into ChatGPT:

You are a B2B SaaS sales rep and you are excellent at account prioritization.

Review this spreadsheet and rank accounts into Tier 1, Tier 2, or Tier 3 based on:

- ICP Fit

- Likelihood to buy this year

Use the data below to determine the likelihood to buy:

- “Website” column to review their website and look for more than 2 new job postings, new product launches, or changes to X role

- previous closed lost opportunities > 0 (CRM Field)

- Funding in the last 6 months (CRM field)

- + other data in your CRM like marketing activity, website visits etc.

Use the data below to determine ICP:

- Employee count > X - Y

- Industry = X

- ***Other relevant data from your CRM - ICP score, funding, growth, etc***

Based on how well an account matches the criteria above, grade it on a scale of 1-3

1 = strong alignment to ICP

2 = some alignment to ICP

3 = Limited alignment to ICP

Organize Accounts into Tier 1, Tier 2, and Tier 3 based on:

- Tier 1: high ICP fit, with high likelihood to buy this year

- Tier 2: low likelihood to buy with high ICP fit OR low ICP fit, high likelihood to buy

- Tier 3: low ICP fit, low likelihood to buy

Add a column titled “prioritization justification” that provides a custom description as to what stood about the account for you to rank it like you did.

  1. Upload your .csv file from your downloads

  2. Prompt to confirm:

  3. Review the data. You can get more insight like GTM motion by prompting:

Add another column that searches each website - specifically the pricing page.

Return a summary of how the company's new customer sign up model works.

For example, if there is no pricing listed and only a "request a demo" or “talk to sales” form, then return the feedback that they have a sales led GTM motion. On the other hand, if the pricing page has a sign up now button, return the feedback that they have a PLG motion. If they have both a sign up page and a talk to sales or request a demo, return the feedback that they have a hybrid motion.

Remember:

Poor messaging can still lead to revenue if you're targeting the right accounts.

Elite messaging won't lead to revenue if you're targeting the wrong accounts.

Steal this process and make it your own using the data you have available.

Until next Thursday,

TSG

P.S. I reply to all emails.