Contact Discovery
Find and engage the right stakeholders
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.
How Contact Discovery Works
PG:AI identifies contacts by:
- Analyzing public professional data from web sources
- Matching job titles to your defined personas
- Extracting career history and experience indicators
- Generating relevant insights for each contact type
- Creating persona-specific content for engagement
Understanding Personas
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.
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
Finding Contacts
Search and Filter Options
Select pre-configured personas to find all matching contacts:
- Economic Buyers
- Technical Decision Makers
- End Users
- Champions
- Custom personas
Select pre-configured personas to find all matching contacts:
- Economic Buyers
- Technical Decision Makers
- End Users
- Champions
- Custom personas
Filter contacts by functional area:
- Technology/IT
- Finance
- Operations
- Sales & Marketing
- Human Resources
- Executive Leadership
Target specific organizational levels:
- C-Suite
- VP/SVP
- Director
- Manager
- Individual Contributor
Search for specific terms in titles:
- Technology keywords (cloud, data, security)
- Initiative keywords (transformation, innovation)
- Industry-specific terms
Contact Intelligence
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
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
Using Contact Intelligence
For Account Mapping
Identify the Buying Committee
Find all personas typically involved in your deals
Map Relationships
Understand reporting structures and influence patterns
Find Champions
Look for innovation-focused titles and backgrounds
Plan Multi-Threading
Identify 3-5 contacts to build relationships with
For Personalized Outreach
- Select Contact and Persona: Choose who you’re reaching out to
- Review Their Background: Understand their experience and likely priorities
- Generate Content: Use persona-specific templates
- Customize with Insights: Add account-specific initiatives
- Track Engagement: Note what messaging resonates
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
Content Generation for Contacts
Available Content Types
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
Best Practices
Always verify contact information and customize templates before sending. PG:AI provides intelligence, but personal touch creates connections.
Multi-Threading Strategy
- Never Single Thread: Identify at least 3 contacts per opportunity
- Cover All Personas: Ensure you have economic, technical, and user perspectives
- Build Wide: Expand relationships before going deep
- Document Relationships: Track influence and support levels
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
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