Contact Identification: The Overlooked Driver of Sales Efficiency
In the age of AI tools and data-driven sales, one truth remains unchanged: the quality of your outreach depends entirely on the quality of your contact identification. Yet, many sales teams still underestimate how critical this step is - and how much time and opportunity is lost if it’s not done right.
This article explores why optimizing contact identification is one of the biggest untapped levers to boost your team's sales efficiency—and how a structured approach using platforms like LinkedIn, Onlyfy, and XING can dramatically shift results.
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.
Why Contact Identification Matters More Than You Think
Contact identification is not just about pulling a list of names. It's about making strategic choices that multiply the impact of every outreach effort:
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
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.
Start with the Best Platforms
We begin with LinkedIn Sales Navigator, Onlyfy, and XING - the most reliable sources for high-quality, up-to-date contact data. Why?
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.
Searching only by job title will likely uncover just 50–60% of your total potential.
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.
Let’s Rethink Contact Identification Together
Contact identification is no longer just a pre-sales task—it’s a strategic function that directly impacts performance and pipeline.
Let us show you how we can transform this overlooked area into a competitive advantage. By working closely with your team and using your CRM, industry focus, and target ICPs, we help you:
Uncover hidden contacts
Reduce research time
Improve reply and conversion rates
Ready to talk about your outreach strategy? Let’s make your contact identification process smarter, faster, and far more effective.
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