Key takeaways
- Account-based selling starts from named accounts, then finds people inside them.
- Map the buying group, not one contact, at each account.
- Signals help decide which accounts to work this week.
- Pebbles Ai finds people at named companies and keeps them in segments of its CRM, labelled Beta.
How target-account prospecting differs
Target-account prospecting starts from a fixed list of companies and works inward to the people. General prospecting starts from people who match filters, wherever they work.
So the right tool searches within named accounts and shows which accounts are active now.
- Search people by account, role and seniority.
- Signals that show which accounts are in market.
- Job-change tracking for people already in your CRM.
- Account-level views of the whole buying group.
How the tools map target accounts
The tools below cover account selection, people search and contact capture. The notes summarise each product's own description.
- 6sense: behavioural intent data and predictive analytics, with recommended contacts in Sales Intelligence.
- LinkedIn Sales Navigator: account search with saved filters, account alerts, an AI feature named Account IQ and TeamLink.
- ZoomInfo: ABM Lite and ABM Enterprise packages, with buyer intent and website visitor data.
- Common Room: website deanonymisation, job change tracking and Bombora topic signals, with amounts varying by plan.
- Dealfront: website visitor identification with 40+ real-time buying signals.
- LeadIQ: the Prospector Chrome extension, Scribe for message writing and signals from sources such as hiring.
A target-account example
Picture Vantage Learning, an illustrative firm selling training software to forty named retail groups. Each group has a head of learning, an HR director and a finance lead involved in buying.
Vantage could watch for signals at its forty accounts, then map all three roles at each active account in Sales Navigator. Reps work a few active accounts deeply each week rather than all forty lightly.
Where Pebbles Ai fits
Pebbles Ai fits account-based teams that already know their named accounts. Name up to ten companies a run, set the roles and locations you need, and your assistant returns matching people into a segment of the Pebbles Ai CRM, labelled Beta.
Your assistant can also research each account with numbered citations before outreach. It does not provide intent data or website visitor identification.
The products compared
6sense
Account-based marketing and intent platform
An account-based revenue platform built on behavioural intent data and predictive analytics, with advertising, sales intelligence and AI email agents, sold through quotes.
Best for: Marketing and sales teams running account-based programmes on intent data.
Pricing model: Quote-based starting points: Revenue Marketing, Sales Intelligence and 6sense Intelligence. Source: 6sense pricing
LinkedIn Sales Navigator
LinkedIn prospecting and social selling tool
LinkedIn's paid prospecting tool for searching leads and accounts with advanced filters, tracking changes, messaging people outside your network with InMail and syncing to a CRM on its top plan.
Best for: Sellers whose prospecting happens on LinkedIn and who want advanced search, alerts and InMail on LinkedIn's own network.
Pricing model: Core, Advanced and Advanced Plus, priced per licence with monthly or annual billing; Advanced Plus is custom-priced by team size and CRM needs. Source: LinkedIn Sales Navigator pricing
Read the comparison with LinkedIn Sales Navigator Visit LinkedIn Sales Navigator
ZoomInfo
B2B data and sales intelligence platform
An enterprise B2B data platform for sales and marketing teams, offering contact and company data, buyer intent, website visitor data and AI email generation in packaged, quote-based plans.
Best for: Larger sales and marketing organisations that need deep contact coverage, intent signals and conversation intelligence under one enterprise contract.
Pricing model: Packages priced by features, licences and credits (1 export = 1 credit); quote-based. Source: ZoomInfo pricing
Common Room
Buyer intelligence and signals platform
A buyer intelligence platform that unifies signals from CRM, product, marketing, website and community activity, resolves them to people and accounts, and adds a contact directory and AI agents.
Best for: Go-to-market teams that want to act on intent, website, product and community signals and route them into their CRM and sales engagement tools.
Pricing model: Essential, Advanced and Enterprise; Essential billed annually, Advanced and Enterprise custom; contact limits and credits for prospecting, research and phone enrichment vary by plan. Source: Common Room pricing
Dealfront (Leadfeeder)
Website visitor identification and B2B data
A B2B platform, now under the Leadfeeder brand, that identifies companies visiting your website, adds buying signals and a global company database, and offers display ad targeting.
Best for: Teams that want to see which companies visit their site and prioritise accounts from buying signals, with EU hosting.
Pricing model: Lite (free), Discover, Activate, Scale and Enterprise, tiered by companies identified each month; Discover and Activate bill monthly or annually, Scale annually. Source: Dealfront (Leadfeeder) pricing
Read the comparison with Dealfront (Leadfeeder) Visit Dealfront (Leadfeeder)
LeadIQ
B2B prospecting and contact data
A B2B prospecting platform that captures contacts from the browser, returns emails and mobile numbers on credits, syncs to the CRM and adds AI message writing, job change tracking and an agent.
Best for: SDRs who prospect from LinkedIn and company sites in the browser and want contacts captured and synced straight into their CRM.
Pricing model: Free, Pro and Enterprise; Pro is priced by monthly credit volume, with monthly or annual billing and an annual discount; Enterprise is custom. Source: LeadIQ pricing
We make Pebbles Ai. Facts about other products come from their own public pages, checked on .
Where Pebbles Ai fits
Common questions
How many target accounts should one rep work?
Few enough to research each one properly. Many teams split a long list into a small set of active accounts each week.
Can one tool find every person in a target account's buying group?
Rarely. Search tools find people by role, but titles vary between companies, so check the shortlist against the account's own site and ask your first contact who else is involved.
Do I need intent data for account-based selling?
Not to start. Intent data helps prioritise large account lists, but a short list can be worked well with research and clear roles.
About this page. Written by the Pebbles Ai team for people who run sales, marketing and growth. Last updated .
