The Contacts feature helps you identify, understand, and engage with key stakeholders at your target accounts by combining role identification with persona-based intelligence.
Contact personas must be configured in Settings → Personas before using this feature. This ensures consistent targeting across your organization.

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How Contact Discovery Works

PG:AI identifies contacts by:
  1. Analyzing public professional data from web sources
  2. Matching job titles to your defined personas
  3. Extracting career history and experience indicators
  4. Generating relevant insights for each contact type
  5. Creating persona-specific content for engagement

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Understanding Personas

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What Are Personas?

Personas are role-based categories that group similar stakeholders:
  • Economic Buyers: CFO, VP Finance, Budget holders
  • Technical Buyers: CTO, IT Directors, Architects
  • Champions: Innovation leads, transformation managers
  • Influencers: Department heads, senior managers
  • End Users: Practitioners, analysts, operators
Work with your sales enablement team to define personas that match your typical buying committee structure.

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Persona Configuration

Each persona should include:
  • Title Keywords: Terms that identify this persona (e.g., “Chief Financial”, “VP Finance”, “Treasurer”)
  • Responsibilities: What they care about and own
  • Pain Points: Common challenges they face
  • Messaging Themes: How to position your solution
  • Discovery Questions: What to ask this persona

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Finding Contacts

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Search and Filter Options

Select pre-configured personas to find all matching contacts:
  • Economic Buyers
  • Technical Decision Makers
  • End Users
  • Champions
  • Custom personas

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Contact Intelligence

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What’s Provided for Each Contact

Professional Background

Current role, tenure, previous positions, education, and career progression

Relevant Insights

Strategic initiatives they likely own, challenges they face, and priorities

Engagement Guidance

How to approach, what resonates, common objections, and talk tracks

Content Templates

Persona-specific emails, InMails, and call scripts ready to customize

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Career History Analysis

Understanding career progression helps you:
  • Identify Champions: Those with transformation experience
  • Spot Decision Makers: Rapid advancement indicates influence
  • Find Allies: Contacts from companies using your solution
  • Understand Perspectives: Background shapes priorities

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Using Contact Intelligence

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For Account Mapping

1

Identify the Buying Committee

Find all personas typically involved in your deals
2

Map Relationships

Understand reporting structures and influence patterns
3

Find Champions

Look for innovation-focused titles and backgrounds
4

Plan Multi-Threading

Identify 3-5 contacts to build relationships with

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For Personalized Outreach

  1. Select Contact and Persona: Choose who you’re reaching out to
  2. Review Their Background: Understand their experience and likely priorities
  3. Generate Content: Use persona-specific templates
  4. Customize with Insights: Add account-specific initiatives
  5. Track Engagement: Note what messaging resonates

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For Meeting Preparation

Research attendees before meetings:
  • Current role and tenure
  • Previous experience relevant to your solution
  • Likely concerns based on their persona
  • Strategic initiatives they own
  • How to position value for their role

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Content Generation for Contacts

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Available Content Types

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Persona-Specific Messaging

Content automatically adapts to each persona: For Economic Buyers:
  • Focus on ROI, efficiency, and cost reduction
  • Include business metrics and financial impact
  • Reference similar company successes
For Technical Buyers:
  • Emphasize architecture, security, and integration
  • Include technical specifications
  • Address implementation concerns
For End Users:
  • Highlight ease of use and productivity gains
  • Focus on day-to-day benefits
  • Address change management

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Best Practices

Always verify contact information and customize templates before sending. PG:AI provides intelligence, but personal touch creates connections.

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Multi-Threading Strategy

  1. Never Single Thread: Identify at least 3 contacts per opportunity
  2. Cover All Personas: Ensure you have economic, technical, and user perspectives
  3. Build Wide: Expand relationships before going deep
  4. Document Relationships: Track influence and support levels

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Engagement Timing

  • New Contacts: Engage when they join (first 90 days)
  • Initiative Owners: Contact when new projects announce
  • Promotion Timing: Congratulate and engage on role changes
  • Fiscal Planning: Reach out during budget cycles

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Personalization Tips

  • Reference their specific background or experience
  • Connect to initiatives they likely own
  • Use industry terminology they’d recognize
  • Mention mutual connections when possible
  • Align timing with their priorities

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Quick Actions

Configure Personas

Set up personas for your sales process

Generate Content

Create personalized outreach