Zendesk Sell Reach Overview

 

What is Reach?

Zendesk Sell helps you work prospects and win Deals while managing a bunch of moving parts in between. Where you get these prospects from is a different story, but what if it wasn’t? We’ve got good news!
 
The Zendesk Team is excited about our add-on product, Reach! Reach is built-in Lead Provider feature that funnels new, quality Leads right into your Sales Pipeline.  Reach can also enrich existing Leads in Sell by quickly building a full Contact profile to save you hours of research and prospecting so you can focus on closing Deals. 
 

How Can Reach Help Me Sell More?

With the click of a button, we do the whole research and data entry thing for you! The Contact profiles are ready to go so that you can jump right into the important tasks of getting in touch with prospects - all without leaving Sell.
 
Improve the efficiency of your Reps by skipping the steps to research, find prospects, then import them into your Sell account.  Also, acquire higher quality data to instantly bring more value to your Reports. Say goodbye to wasted time on manual work and say hello to more time to actually sell. Reach has two different approaches depending on what you need. 
 
  • Prospecting Use Reach to Prospect if you have an idea of who you want to get in touch with or if you’re looking to generate a targeted list of new Leads.  

  • Enrichment - Say you have an exact idea of who you need to get in touch with, now what? Use Reach to Enrich your existing information and immediately build a fuller profile on a Lead or Contact card in Sell or replace outdated information with a relevant, up-to-date profile.
 

Let’s Go! Where Can I Sign Up?

An Admin on the account can purchase credits to start using Reach at any time.  Please navigate to your Settings > Plans & Pricing and on this page, you can click on 'Change Plan.' 
 
The prices differ slightly based on whether you choose a monthly or annual billing cycle, with a discount if you sign up for the annual billing cycle.  Please visit our pricing page by clicking here!
 
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Select the 'Add to the Package' option to upgrade your current Zendesk Sell Plan to include the Reach Add-On.
 
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For our folks on trial, Reach is not currently available but as soon as you activate your subscription you can gain access to Reach!
 

Pricing & Credits

Credits

We grant you a certain number of Prospecting Credits and Enrichment Credits. The higher the plan, the more credits you receive to use towards acquiring new Lead data and enriching existing Leads. 
 
It’s simple.
 
Prospect or Enrich 1 Company = use 1 credit
Prospect or Enrich 1 Person = use 1 credit
 
Learn more about the difference between Prospecting and Enrichment Credits by clicking here
 

Pricing 

We have 3 different tiers depending on how much Lead generation your team is looking to funnel automatically into Sell
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Admin Set Up 

You have purchased Reach for your account, now what? An Admin on the account will need to set up a few things!  Admin's, please navigate to your Settings Reach to set up and manage your team's prospecting and data enrichment process.

1. Credit Allocation

Reach credits will be purchased on an account basis, so you must upgrade all users to the same Reach Plan to use this prospecting feature. However, please feel free to control how these Reach credits are allocated across the users on your account. 
 
Admins can navigate to Settings > Reach > Credit Allocation:
 
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"Shared credit pool across the entire account" = all users can prospect or enrich with Reach
"Shared credit pool only for all Admins" = only Admins can prospect or enrich with Reach
 
 

2. Field Mappings

Reach data must be mapped to a Sell field to sync into your Sell account. Reach will automatically funnel standard information like Email and Phone Number into corresponding fields in Sell. However, more unique information like Number of Company Employees” or Estimated Annual Revenue” will require you to match these Reach fields with Custom Fields you create in Sell. 
 
Settings > Reach > Field Mappings
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How to Use Reach

Now that your Admin has set up Reach for the entire account, let's take a look at what credits are available and how you can Prospect and Enrich your data.
 

1. Understand the difference between Prospect & Enrich

So how do you know if you need to use a Prospecting credit or an Enrichment credit? The short answer is, the information you already know about the Lead or Contact will determine whether you use a Prospecting credit or Enrichment credit.
 
Enrichment Credits: Use Enrichment credits to generate more relevant data about a Lead or Contact and build a more complete profile.  To use an Enrichment credit, you must at least know the:
  • Company Name & Website to Enrich Companies
  • Email Address to Enrich People
Prospecting Credits:  If you don’t know this information, you will use a Prospecting credit.  Reach will generate brand new prospects or improve existing data about your current Lead / Contact that you know very little about.
 
Let’s take an example: say you have a certain company in mind that you believe would be a good fit for your product or service. Use the Prospect option with Reach to uncover a point of contact you need to get in touch with or use the Enrich option to retrieve key details around the company that could influence buyer behavior, like company size or market capitalization.

 

2. Different ways to use Reach

Once you have a grasp on Prospecting and Enrichment Credits and how to differentiate the two, access your Zendesk Sell account to see Reach in action. Within your Sell account, you'll find 4 options to use your Reach Credits:
 
(A) Click on the 'Prospect' button from the Global Add Button drop-down menu
(B) Click on the global 'Add' button to create New Leads / Contacts
(C) Generate more information about existing Leads or Contacts by clicking 'Edit' on people and company cards
(D) Build more complete profiles by enriching multiple Leads or Contacts at the same time.
 
 
 
(A) Prospect: Search for new Leads or Contacts
  1. Click the global Add button
  2. Select Prospect

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Find Company Prospects
  1. Use the fields on the right side of your screen, such as 'Industry' or 'Job Title,' to filter and define your Lead criteria.
  2. Reach will suggest 10 companies at a time. Scroll down and select Get 10 More” to grow your list
  3. Select Companies in the list that interest you and we will provide possible Prospects when you click Find People”

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Find People Prospects
  1. Select which Prospects you want to add to Sell, then select Review Prospects”
    • utilize the sorting options to see more people
    • overwhelmed with a long list? use the filters on the right to find the people you need
Review & Import Reach Prospects
  1. Double check these companies and people are the ones you want to import into Sell. Additionally, please view a quick snapshot of the total Prospecting + Enrichment Credits that will be used for this import
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  1. Good to Go? Click Import” 
    • We will notify you once the data is imported into Sell. Please click on the notification to instantly see a list of these new Reach Leads or Contacts that are ready to be worked in Sell
 
 
(B) New: Prospect or Enrich New Leads or Contacts with limited information
 
  1. Click the global Add button
  2. Select Lead, Person Contact, or Company Contact 
  3. Add information in one of the Reach fields, such as Company Name (indicated by the purple arrow icon) to see the matches populate
  4. Select Prospect or Enrich depending on which Reach fields you select and add the information to Sell

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(C) Edit: Prospect or Enrich an Existing Lead or Contact
 
  1. Navigate to the Lead or Contact in Sell
  2. Click Edit
  3. We will automatically search Reach for a match and populate any suggestions on the right side of the Edit screen
  4. Click Enrich or Prospect to get more data
 
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(D) Batch Enrich: Enrich multiple Existing Leads or Contacts at Once
 
  1. Navigate to the Lead or Contact Smart List in Sell
  2. This batch enrichment is especially helpful when you have a new list of Leads or Contacts, or you just added Reach to your account.  You can select up to 1,000 people or companies at a time and enrich as many as possible!
  3. Select the Leads or Contacts of interest
  4. Click Enrich
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 Before you proceed, we will inform you about a few things:
  • how many leads or contact you've selected
  • how many of those are ready to be enriched and what to do if some of the Leads or Contacts are not ready
  • how many Enrichment credits you have left in your account to use at another time

 

Once you click Enrich, we’ll automatically search Reach for a match and add any found information. We will charge you for credits only if we find new data. 

Enjoy new data for existing leads and contacts:

 

 

FAQ

Q: Can I trial Reach to see what value it brings to my team before buying?
A: Reach is included as an Add-On so you will have to have an active subscription with us to explore this option. Upgrade to try Reach and generate new Leads and prospecting data directly into Sell
 
Q: Can I purchase Reach credits for just myself and not all users?
A: Reach credits are purchased on an account basis, so you will have to upgrade this feature for all users. 
 
Q: How many Leads or Contacts can I update at a time? 
A: You can select up to 1,000 Leads or Contacts at a time. 
 
 
Happy Selling!