Maximizing Your Territory’s Potential with Citylitics

A Guide to Sales Success

Ahmed Badruddin

Ahmed Badruddin

Your company has chosen Citylitics as the cornerstone of your sales intelligence strategy. With its powerful pre-RFP insights and industry-leading data capabilities, you’re now entrusted with the task of converting these early-stage insights from Citylitics into pre-RFP engagements and lasting new customer relationships. The goal? To ensure that future RFPs are positioned around your company’s solutions and expertise.

But, let’s face it – you’re not just busy; you’re inundated with RFP responses, inquiries, partners, channels, and tradeshows. So, how can you make the most of Citylitics insights in your territory?

Here’s a step-by-step guide to help you navigate the Citylitics platform effectively and achieve outstanding results.

  1. 1:1 Sync with Your Customer Success Manager and Data Associate
    The first crucial step is to ensure that your Customer Success Manager (CSM) and Data Associate are well-versed in the specific insights you’re keen on. This direct communication will save you valuable time and effort in filtering through unnecessary data down the road.
  2. Dedicated Monthly Lead Generation Time Blocks
    Schedule a dedicated time each month on your calendar to focus on lead generation. Allocate at least an hour for this purpose, ensuring that you stay consistent and don’t lose track of the importance of regular lead generation to build your sales pipeline. 
  3. Craft Your Outreach Strategy
    This step is pivotal in your success. Consider whether you will reach out directly to cities or leverage channel networks. Decide whether calls or emails are more effective for your audience. Don’t forget to prepare talk tracks and collateral, such as case studies, for your outreach. Citylitics users report a 25% to 60% response rate and a 10-25% success rate in their outreach from Citylitics insights.

    To maximize your response rate, make sure your outreach is based on what matters most to the city or utility, by leveraging insights from the Citylitics platform.

    If you’re working with an external rep firm, engage them early and let them know you’re leveraging a data service for lead generation. Emphasize that this will only strengthen your relationship with the rep firm but also establish clear expectations for turnaround and lead actions.
  4. Log Your Feedback on the Citylitics Platform
    Regularly log your feedback on the Citylitics platform. For example, ensure you use the ‘Add to Action List’ checkbox for each insight you are planning to action. This not only helps you keep track of your actions but also allows the Citylitics team to monitor your feedback for future search refinements and ideas on how to best support your lead gen efforts. When a city progresses to an opportunity, make sure you use the “Log Progress” module to keep your team & management well-informed of your progress with Citylitics.
  5. Stay Politely Persistent
    Remember that cities and utilities may require up to eight attempts (calls and emails) before you can establish contact. Countless solution providers are reaching out to them with very generic outreach. Be patient and persistent, but stand out from the crowd by personalizing your outreach to their specific needs & challenges.

For further guidance, consider watching this video from Katy Cournoyer, a Senior Customer Success Manager at Citylitics, on how to best leverage Citylitics Intelligence Feeds. She provides valuable insights that can enhance your approach and usage of the Citylitics platform.

Citylitics has significantly reduced the effort and resources required for generating new leads in public infrastructure markets. Should you have any additional questions or require assistance, please don’t hesitate to reach out to your dedicated Customer Success Manager. We are here to help you make the most of the Citylitics platform and ensure your sales success.

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