Contact Identification: The Overlooked Driver of Sales Efficiency

How Much Time Does Sales Spend on Outreach Per Contact? It's a question that often goes unasked—but when it finally is, the answer usually surprises everyone. Sales professionals often spend too much time trying to find the right people, leaving less time for...

Date

April 19, 2025

Special - Marketing

Thomas Allgeyer

Methodology: Every two weeks we collect most relevant posts on LinkedIn for selected topics and create an overall summary only based on these posts. If you´re interested in the single posts behind, you can find them here: https://linktr.ee/thomasallgeyer. Have a great read!

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How Much Time Does Sales Spend on Outreach Per Contact?

It's a question that often goes unasked—but when it finally is, the answer usually surprises everyone. Sales professionals often spend too much time trying to find the right people, leaving less time for what truly matters: engaging and converting them.
Here’s where optimized contact identification becomes a game changer.

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Why Contact Identification Matters More Than You Think

Precision matters : Targeting the wrong contact - even within the right company - results in wasted emails, missed meetings, and low reply rates
Time equals money : The longer your sales team spends looking for contacts, the fewer conversations they can have
Outreach scales better when the base is solid : The quality of initial targeting determines the success of your entire outbound funnel

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Our Approach to Contact Identification

At Frenus, we don't leave contact identification to chance. We apply a structured, scalable methodology built on best-in-class tools and sharp human intelligence.

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Start with the Best Platforms

They offer richer filters and more detailed profile insights than generic databases.
They allow us to go beyond job titles—exploring group memberships, events attended, full-text profile data, and more.

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Keyword Clouds and Smart Filters

Job titles alone won’t get you there. That’s why we build Keyword Clouds that expand search coverage both vertically (across levels) and horizontally (across functions) .
By using flexible logic and nuanced search terms, we identify influencers, gatekeepers, and decision-makers - even if their titles don’t obviously reveal it.

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Let’s Rethink Contact Identification Together

Uncover hidden contacts
Reduce research time
Improve reply and conversion rates

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