We know prospects are motivated when we see that they have the problem your company solves. The way we get at this is by understanding how those companies are discussing certain ideas and how they're describing themselves in the marketplace. We search company websites, along with some other public and private sources, to find certain words and phrases. Persistent connectivity allows us to do this in real time so we get the most up to date information. Then we remove any websites that contain the words you don't want, and give a high rank to websites which repeatedly contain the words you do want. We do the same process for industries and technologies used on a website.
Why This Way?
The most important reason is that the keywords and technologies we look for can tell you a number of things such as:
maturity of the company
problems at the company
interests and values
how complicated their sales channel is
if they're already using a competitor
if they're in the right industry or sub-industry
which software and services they're using
if they have more than one location
if they work B2B, B2C, or B2B2C
We're continually finding new information we can glean from scouring the universe as we do. Successfully finding motivated prospects doesdepend on a good ideal customer profile as well.