Facts & Figures are specific, quantifiable data points extracted from your target accounts’ public communications that support your value proposition, create conversation credibility, and provide concrete context for business discussions.

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What are Facts & Figures?

Facts & Figures are measurable, verifiable data points that include:
  • Financial metrics and investment levels
  • Performance targets and achievement indicators
  • Operational scale and volume measurements
  • Timeline commitments and strategic milestones
Facts & Figures are automatically extracted from annual reports, earnings calls, strategic communications, and other official sources to ensure accuracy and credibility.

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Types of Facts & Figures

Financial Data

Investment levels, budget allocations, revenue targets, cost savings goals

Performance Metrics

Customer satisfaction scores, efficiency targets, growth rates, quality indicators

Operational Scale

Transaction volumes, user counts, geographic presence, processing capacity

Strategic Timelines

Project deadlines, implementation timelines, milestone commitments, fiscal targets

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Why Facts & Figures Matter for Sales

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Credibility Building

Facts & Figures enable you to:
  • Demonstrate thorough research and preparation
  • Reference specific, verifiable information in conversations
  • Show understanding of their business scale and priorities
  • Build trust through accurate, well-sourced information

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Value Quantification

Specific data points help you:
  • Create relevant ROI calculations and business cases
  • Position your solution’s impact in their business context
  • Demonstrate understanding of their operational scale
  • Connect solution benefits to their measurable objectives

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Categories of Facts & Figures

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Investment and Financial Data

  • “Investing $50M in digital transformation over 3 years”
  • “Allocated $25M budget for cloud infrastructure modernization”
  • “Committed $100M to customer experience improvements”
  • “Planning $75M in operational efficiency investments”

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Operational and Performance Metrics

  • “Processing 1M transactions daily”
  • “Managing 500TB of data across systems”
  • “Supporting 50,000+ employees globally”
  • “Operating 200+ retail locations”

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Strategic Timeline Data

  • “Cloud migration completion by Q4 2025”
  • “New platform launch scheduled for Q2 2025”
  • “Digital transformation timeline: 18 months”
  • “System integration deadline: December 2025”

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Using Facts & Figures Effectively

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Conversation Applications

“I noticed you mentioned investing $50M in digital transformation. How is that budget being allocated across initiatives?”

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Business Case Development

Use Facts & Figures to build compelling ROI arguments: Investment Context: “Your $50M digital transformation investment shows the strategic importance of modernization initiatives like this one.” Scale Justification: “At your scale of 1M daily transactions, our solution’s 2% efficiency improvement translates to processing 20,000 additional transactions daily.” Timeline Pressure: “With your December 2025 compliance deadline, implementing our solution by Q2 provides adequate time for testing and validation.”

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Best Practices

Always verify facts during discovery conversations. Use Facts & Figures as conversation starters and credibility builders, not as absolute truth claims.

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Verification and Validation

  1. Confirm Current Accuracy: Validate that figures are still accurate and relevant
  2. Understand Context: Ensure you understand what the numbers represent
  3. Avoid Assumptions: Don’t assume specific implications without confirmation
  4. Source Attribution: Be prepared to reference where information came from

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Strategic Application

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Facts & Figures by Sales Stage

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Prospecting and Outreach

Use compelling facts to create relevant initial conversations:
  • “I saw your announcement about the $25M cloud investment…”
  • “Given your goal of processing 2M daily transactions…”
  • “With your Q4 2025 modernization deadline approaching…”

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Discovery and Qualification

Reference facts to guide strategic questioning:
  • “You mentioned targeting 95% customer satisfaction. What’s preventing you from reaching that goal?”
  • “With $50M invested in transformation, what metrics define success?”
  • “How does your current system handle 1M daily transactions?”

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Proposal and Business Case

Incorporate facts throughout ROI calculations:
  • Use their investment levels to justify solution costs
  • Reference their scale to quantify potential savings
  • Connect to their timelines for implementation planning
  • Align with their performance targets for success metrics

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Common Fact Categories

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Technology and Infrastructure

  • System capacity and performance specifications
  • Technology spending and investment levels
  • Digital transformation budgets and timelines
  • Infrastructure scale and geographic distribution

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Business Operations

  • Customer base size and growth targets
  • Transaction volumes and processing capacity
  • Employee count and organizational structure
  • Geographic presence and market coverage

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Financial Performance

  • Revenue and growth targets
  • Cost reduction and efficiency goals
  • Investment levels and budget allocations
  • Profitability and margin objectives

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Integration with Sales Process

Facts & Figures enhance your sales effectiveness by:
  • Preparation: Demonstrate thorough research and business understanding
  • Credibility: Reference specific, verifiable information in conversations
  • Relevance: Connect discussions to their actual business scale and priorities
  • Quantification: Build ROI cases using their specific metrics and targets
  • Urgency: Reference their timelines and deadlines to create appropriate pressure

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Quality Indicators

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High-Value Facts

  • Recent and publicly verified information
  • Specific metrics with clear business relevance
  • Strategic commitments with timeline implications
  • Investment levels indicating priority and budget availability

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Use with Caution

  • Older information that may no longer be current
  • Vague or general statements without specific metrics
  • Competitive or sensitive information requiring careful handling
  • Assumptions or interpretations rather than verified facts

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Quick Actions

Review Account Facts

Examine facts and figures available for your target accounts

Build Value Calculations

Use facts to create personalized ROI models

Ask AI Assistant

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