# Generate pipeline

Find, track, and research high priority accounts and people.

## Create account lists

Build a list of accounts to ensure your strongest message is relevant. Use [organization-search](https://docs.sumble.com/web-application/search-bar/organization-search "mention") to hone a filter identifying

* ICPs with job function filters
* need with tech filters
* deal size with head count filters

If you already have an account list you can import it into sumble you can follow the instructions at [#import-account-list](https://docs.sumble.com/web-application/account-lists#import-account-list "mention") and start researching immediately.

<figure><img src="https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FdreAKoKENA419G2J0qM2%2Fimage.png?alt=media&#x26;token=34f21ef6-2ce5-41ae-935a-af22a7e3b02d" alt=""><figcaption><p>Make your account list</p></figcaption></figure>

You can keep track of different slices of account by creating a different account list for each one.

Imagine you're selling a B2C CRM; you can identify high value accounts by filtering for organizations by competitive or complementary product usage, presence of ideal customer employees, and increase deal size likelihood.

{% hint style="success" %}

## Quickstart Example

## Build a target account list

I am a rep for a B2C outreach/CRM application. I want filters to find organizations who would be interested in my product.

#### **1. Add competitive technologies**

Show me all the organizations using my competitors' technologies (takeout campaign).

[![](https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FwMa17pqAT1M65DpTOpve%2Fcompetitive.png?alt=media\&token=aad86cdf-4cc6-4945-aa80-286cfcb776c1)](https://sumble.com/l/vwpfvKVR4r)    [<mark style="color:green;">**Click to try it on Sumble**</mark>](https://sumble.com/l/vwpfvKVR4r)

#### **2. Add complementary technologies (if relevant)**

Show me all the organizations already using technology that indicate high value.

[<img src="https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FbT9a0VCiFjhtV9gosQiz%2Fcomplementary.png?alt=media&#x26;token=bc4ba162-c6a0-4d73-b715-3594a9196d01" alt="" data-size="original">](https://sumble.com/l/nc571teg3X)    [<mark style="color:green;">**Click to try it on Sumble**</mark>](https://sumble.com/l/nc571teg3X)

#### **3. Add your ideal customer profiles**

Show me all the organizations with employees who love my product.

[<img src="https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FUPTliiA167VMtabcKPyO%2Ficps.png?alt=media&#x26;token=c60099f0-2230-4496-8695-0e4cebb6a3ea" alt="" data-size="original">](https://sumble.com/l/ZCWUUJrfDq)    [<mark style="color:green;">**Click to try it on Sumble**</mark>](https://sumble.com/l/ZCWUUJrfDq)

#### **4. Add a headcount prioritization**

Show me all the organizations with high headcount so I can use my time to get big deals.

[![](https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FrUMVoicAmFB9RYmXdioS%2Fheadcount.png?alt=media\&token=a99af802-336d-43af-bc8d-4b84729307ab)](https://sumble.com/l/iva8LAJoB0)    [<mark style="color:green;">**Click to try it on Sumble**</mark>](https://sumble.com/l/iva8LAJoB0)
{% endhint %}

[<mark style="color:green;">Try it all together!</mark>](https://sumble.com/l/hF1d0V4t9J)

<div data-full-width="false"><figure><img src="https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FpuTWKrNV2WvkaWDc5uxu%2Fall.png?alt=media&#x26;token=f04ea394-86cd-4869-a985-50a0ea302dfc" alt=""><figcaption></figcaption></figure></div>

## Research primed accounts

High priority accounts from your list can be drilled into to build [organization-pages](https://docs.sumble.com/web-application/organization-pages "mention"). Uncover details about

* Team/organization structure
* Contacts with relevant skills and role
* Job posts with information to contextualize need

With your B2B CRM sales targets you can explore teams and org structure along with role hierarchy and job posts to

{% hint style="success" %}

## Quickstart Example

## Research an account

I am a rep for a B2C outreach/CRM application. I want to find a contact I can reach out to and craft a personalized message for.

If I clicked through to an organization with filters on the page I can remove filters as necessary to surface more relevant teams/contacts/job posts.

#### **1. Drill into org structure**

Understand team hierarchy and distribution.

[<img src="https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FqSu6lmHaSMxDYh8UVVmw%2Fteams.png?alt=media&#x26;token=38e4a4d4-712e-4eb2-aede-150eba7ca2ce" alt="" data-size="original">](https://sumble.com/l/7BxgYcaUbH)     [<mark style="color:green;">**Click to try it on Sumble**</mark>](https://sumble.com/l/iva8LAJoB0)

#### **2. Get the relevant people**

See the people associated with the filters I care about.

[![](https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2Fywy1DGgClxD7lEBVouXr%2Fpeople.png?alt=media\&token=be51d336-3ecc-4c1d-94a5-7b26a8ebd9b8)](https://sumble.com/l/eGd3RXGPqu)     [<mark style="color:green;">**Click to see it on Sumble**</mark>](https://sumble.com/l/iva8LAJoB0)

#### **3. Understand role distribution**

Find out how big the ICP role is in this organization.

[![](https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FYyXKKVC5vQK7lJE4nL3y%2Fjob_functions.png?alt=media\&token=bc32d4d8-265f-45bd-950e-86650084a975)](https://sumble.com/l/yfPKhHjxR8)     [<mark style="color:green;">**Click to try it on Sumble**</mark>](https://sumble.com/l/yfPKhHjxR8)

#### **4. Detect need in job posts**

Find the job posts that mention the ICPs and technologies that indicate need.

[![](https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2Fwseu77Bpzzfb27ymwQci%2Fjob_posts.png?alt=media\&token=8734bd2b-06f3-4984-854b-2dc72932990b)](https://sumble.com/l/9h8MIqYADm)     [<mark style="color:green;">**Click to try it on Sumble**</mark>](https://sumble.com/l/9h8MIqYADm)
{% endhint %}

## Act on sales signals

Convert your research into opportunities with a high likelihood of closing or increase the ROI on your time by realizing that an account is not ready to by right now.

* Look at job post trends to identify increasing need
* Observe new job posts/hires in decision making roles
* Craft the perfect message with language from job posts

With your B2B CRM sales targets you can explore teams and org structure along with role hierarchy and job posts to

{% hint style="success" %}

## Quickstart Example

## Time and message an account

I am a rep for a B2C outreach/CRM application.&#x20;

#### **1. Check for an increasing selling signal**

[![](https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FoeZLgbDPsUrTm6KWIqdb%2Ftrends.png?alt=media\&token=7d0a707d-498a-479f-b104-0645704cbbbb)](https://sumble.com/l/GW0QfSLkMD)      [<mark style="color:green;">**Click to try it on Sumble**</mark>](https://sumble.com/l/GW0QfSLkMD)

#### **2. Get the relevant people**

Once you've found an account with strong intent signals you can go back to people profiles to create personalized outreach messages. Find people

* [On the people tab](https://sumble.com/orgs/live-nation/people?as=%7B%22operator%22%3A%22AND%22%2C%22children%22%3A%5B%7B%22operator%22%3A%22OR%22%2C%22fields%22%3A%7B%22technology%22%3A%7B%22include%22%3A%5B%22mailchimp%22%2C%22omnisend%22%2C%22brevo%22%2C%22attentive%22%5D%2C%22exclude%22%3A%5B%5D%7D%7D%7D%2C%7B%22operator%22%3A%22OR%22%2C%22fields%22%3A%7B%22job_function%22%3A%7B%22include%22%3A%5B%22Digital+Marketing%22%2C%22Product+Marketing%22%5D%2C%22exclude%22%3A%5B%5D%7D%7D%7D%5D%7D)
* [With a job function](https://sumble.com/l/a49SjpvGMq)
* [Associated with job posts](https://sumble.com/l/HQaP3v7OUo)

### **3. Tailor your message**

Ensure your outreach has the best chance of conversion by using language from job posts to convey knowledge and understanding.

[<img src="https://591792295-files.gitbook.io/~/files/v0/b/gitbook-x-prod.appspot.com/o/spaces%2Fd8pAyUZEiTL25GKepCIo%2Fuploads%2FNU3VjKxIM7VTKju3qF30%2Fjob.png?alt=media&#x26;token=fa01fd12-1581-47ed-9a93-071bb70425a3" alt="" data-size="original">](https://sumble.com/l/FNg2Ijrgnv)         [<mark style="color:green;">**See it on Sumble**</mark>](https://sumble.com/l/FNg2Ijrgnv)
{% endhint %}