Contacts provides detailed intelligence on key individuals at your target accounts, organized by persona and role, including their professional background, career history, and personalized content recommendations for effective engagement.

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What are Contacts?

Contacts represent the key stakeholders and decision-makers within your target accounts:
  • Individuals whose job titles align with predefined personas
  • Professional background and career progression information
  • Role-specific insights and engagement recommendations
  • Personalized content and messaging for each contact
Contact personas must be configured in Settings to appear in the Contacts tab. The system identifies individuals whose job titles and roles match your defined persona criteria.

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Contact Intelligence Components

Persona Matching

Individuals organized by predefined personas relevant to your solution

Professional Background

Career history, previous roles, educational background, professional experience

Role-Specific Insights

Information most relevant to their current position and responsibilities

Personalized Content

Custom emails, call scripts, and messaging tailored to each individual

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Why Contacts Matter for Sales

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Targeted Engagement

Contact intelligence enables you to:
  • Identify the right people to engage within complex organizations
  • Understand their professional background and motivations
  • Tailor messaging to their specific role and responsibilities
  • Build relationships based on relevant personal and professional context

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Multi-Threading Strategy

Contacts help you:
  • Map the decision-making process and buying committee
  • Identify champions, influencers, and decision-makers
  • Develop relationships across multiple stakeholders
  • Navigate complex organizational hierarchies effectively

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How to Use Contacts

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Persona-Based Targeting

C-level executives, VPs, and directors with budget authority and strategic influence

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Contact Research Applications

Professional Background Analysis:
  • Previous companies and roles that provide context for their perspective
  • Career progression that indicates their priorities and motivations
  • Educational background that suggests their analytical approach
  • Industry experience that shapes their business understanding
Engagement Strategy Development:
  • Identify common connections or shared experiences
  • Understand their likely concerns and priorities based on role
  • Develop relevant talking points and conversation starters
  • Create personalized outreach that resonates with their background

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Best Practices

Contact information is derived from publicly available professional data. Always verify current roles and responsibilities, as organizational changes happen frequently.
  1. Verify Current Roles: Confirm titles and responsibilities before important engagements
  2. Respect Professional Context: Use background information appropriately and professionally
  3. Personalize Thoughtfully: Reference relevant experience without being overly personal
  4. Multi-Thread Strategically: Engage multiple contacts while coordinating your approach

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Contact Engagement Strategy

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By Persona Type

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Personalized Content Creation

For each contact, you can generate:
  • Personalized Emails: Tailored outreach referencing their background and role
  • Call Scripts: Conversation guides specific to their persona and interests
  • Meeting Prep: Background information and talking points for face-to-face meetings
  • Follow-up Content: Post-meeting materials aligned with their specific needs

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Contact Intelligence Applications

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Relationship Building

  • Common Ground: Identify shared experiences, companies, or educational backgrounds
  • Professional Respect: Acknowledge their expertise and career achievements
  • Relevant Context: Reference their industry experience and role-specific challenges
  • Appropriate Tone: Match communication style to their professional level and preferences

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Sales Strategy Development

  • Influence Mapping: Understand how contacts influence each other and decision-making
  • Champion Identification: Find individuals most likely to advocate for your solution
  • Objection Anticipation: Predict concerns based on their role and background
  • Coalition Building: Develop strategies to align multiple stakeholders

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Integration with Sales Process

Contacts enhance your sales effectiveness by:
  • Prospecting: Identify and prioritize the right contacts for initial outreach
  • Research: Understand stakeholder backgrounds before important meetings
  • Messaging: Create personalized content that resonates with each individual
  • Relationship Management: Track interactions and build deeper professional relationships
  • Deal Strategy: Navigate complex sales cycles with multiple decision-makers

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Contact Data Sources

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Professional Information

  • LinkedIn Profiles: Current roles, career history, educational background
  • Company Communications: Executive bios, leadership pages, press releases
  • Industry Publications: Speaking engagements, thought leadership, interviews
  • Professional Networks: Industry associations, conference participation

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Role-Specific Intelligence

  • Organizational Charts: Reporting relationships and hierarchy information
  • Functional Responsibilities: Department scope and operational authority
  • Decision Authority: Budget control and purchase influence
  • Project Involvement: Current initiatives and strategic responsibilities

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Quick Actions

Configure Personas

Set up contact personas in Settings

Generate Personalized Content

Create custom messaging for specific contacts

Ask AI Assistant

Get engagement strategies for specific individuals