A sales engagement platform that helps sales teams with cold outreach.
Sales teams need a way to view outreach activities related to the same Account (company) because they often don’t know where the Account is in the sales pipeline and miss opportunities or duplicate efforts.
To provide sales teams with helpful Account-related insights so they have better information to act on, while intuitively integrating with the existing Mailshake platform.
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Users are unable to add Accounts for salespeople to target. Users need the ability to associate prospects with these Accounts.
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Users find it challenging to understand Account history to effectively pursue an Account, especially when multiple salespeople are working on the same Account.
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Users need assistance in acting on Accounts they are targeting. Proper integration of Accounts with the existing system is required.
Assigning Accounts & Indicating Prospects
Qualitative interviews with sales professionals from mid-sized sales teams to understand their needs, pain points, processes, and experiences with sales engagement software.
Interviewed 24 participants in roles ranging from managers to individual contributors. Sales team size ranged from 3 to 100 sales roles, primarily from SaaS companies.
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Our product team interviewed a new user each week to gather ongoing customer feedback and insights.
Jason, a cold outreach expert, needs to see which prospects are associated with specific Accounts because he needs to tailor his messaging to each account effectively.
Alyson, a warm lead expert, needs to understand the context of the Account (including what was said, when, and with whom) in order to effectively take over and close the deal.
Deanne, a sales manager, needs to be able to associate prospects with Accounts and assign them to her salespeople so that they know which prospects to target with specific messaging.
Representations of average user experiences based on interview findings, acknowledging that different teams have unique ways of working.
Identifying industry standards and best practices by examining competitor solutions, highlighting gaps, and opportunities for differentiation.
Analyzing the Account information shown by competing products, indicating hierarchy and similarities across offerings.
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Existing sitemap before implementing Accounts, ensuring proper integration within the existing information architecture.
Solutions to user pain points while integrating seamlessly with the existing system.
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Understanding users' context to determine necessary information and actions per screen.
Easy Account finding with filtering and search capabilities.
Key Account metadata is surfaced for easier identification of accounts and their statuses.
Quick access to Account history, including actions taken, by whom, and when.
Easily view all prospects associated with the Account, sorted by lead temperature by default.
Campaigns with prospects in the Account are also visible, aiding in prospect contact planning.
Exploring a split view between "History" and other Account-related data.
From an existing list, by Account.
From the Dialer, by prospect Account metadata.
From the “All Prospects” view.
From the “Account Details” view.
From the “Prospect Details” view.
Communicating prospect mapping statuses and exploring message placement and controls.
Integrating with existing user datasets.
Hi-fi wireframe matching the current system's design.
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Easily add prospects to an existing Account by searching and sorting within the dialog box. By default, the list is sorted by most recently created.
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Colors, font sizes, and contrast ratios were considered in the user interface.
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Tab order was annotated for the development team to optimize keyboard/switch navigation.
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Alt text was provided for images and icons to convey content and context to visually impaired users.
The Accounts feature was well received by Mailshake users, achieving a 60% adoption rate after 3 months.
Thorough discovery practices can highlight critical product gaps that are easy to fill.
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Syncing Account data with a CRM for data accuracy, real-time updates, streamlined processes, and enhanced collaboration.
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Providing a clear view of where each Account is in the sales process for better forecasting and higher conversion rates.
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Improving organization and personalization by categorizing accounts for targeted communication and streamlined collaboration.
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Offering a comprehensive view of all activities related to each account for personalized outreach strategies and improved decision-making.
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