Building a Data-Driven Sales Strategy with Insyte

From Gut Feeling to Data-Driven Decisions

Most sales teams make targeting decisions based on intuition. Data-driven teams outperform by focusing their efforts where the data says they'll have the most impact.

Step 1: Analyze Your Wins

Start by understanding your existing customers:

• Which industries convert best? — Use Insyte to profile your top customers by industry
• What company size is your sweet spot? — Look at employee count and revenue patterns
• Where are they located? — Geographic patterns in your win data
• What triggered the purchase? — Common buying signals before they became customers

Step 2: Build Your Total Addressable Market (TAM)

Use Insyte's company search to quantify your opportunity:

1. Apply your ICP filters
2. Note the total number of matching companies
3. Segment by industry, size, and geography
4. Estimate revenue potential per segment

Step 3: Prioritize Segments

Not all segments are equal. Rank them by:

• Fit score — How well they match your ICP
• Market size — How many companies are in the segment
• Win rate — Historical conversion rates for similar companies
• Deal size — Average revenue per customer in the segment

Step 4: Allocate Resources

Based on your analysis:

• High-fit, large market → Invest heavily in outreach and content
• High-fit, small market → Target with personalized, account-based approaches
• Low-fit, large market → Test with limited resources before scaling
• Low-fit, small market → Deprioritize for now

Step 5: Measure and Iterate

Track these metrics monthly:

• Pipeline generated per segment
• Conversion rate by segment
• Average deal size by segment
• Time to close by segment

Use the data to continuously refine your targeting and messaging strategy.