Find the Right Properties, Connect with Decision-Makers, and Land High-Value Opportunities in Minutes with Data-Driven Tools

Introduction

As a salesperson, you’re probably all too familiar with this scenario.

You’re driving by a building you’ve passed a dozen times, and by the looks of things, you’re certain they could use your company’s services.

Maybe it’s an older office building that could benefit from your HVAC service and maintenance expertise, or a retail center with a roof in need of some TLC—in any case—you’ve got what appears to be a prospect who needs your services.

So, you swing by the building, drop off a card, and try to chat with the manager. Instead, you run into a gatekeeper who (you can tell) isn’t interested in passing your details along to anyone.

Next, you send an email to the holding company, but with no response.

Now you’re on LinkedIn, and you’ve found the property owner or manager, but their contact info isn’t listed on their profile, so you’re left to search for other emails on their website, hoping that you’ll find the right format.

This is a common challenge in today’s market.

Gatekeepers and “spam” filters are getting smarter, and mobile phones automatically filter out calls from unknown numbers.

In many markets, searching for key decision-makers can feel like looking for a needle in a haystack.

In this article, we’re going to show you a tool that connects you directly with property owners and managers who are actively searching for your services, eliminating the research and guesswork.

For business owners, sales managers, and sales reps in commercial services—from HVAC, fire life and safety (FLS), and commercial cleaning to elevators, roofing, and solar—having the right contacts at your fingertips is often the difference between a closed deal and a missed opportunity.

The Struggle of Traditional Prospecting Tactics

If you’ve experienced a scenario similar to the one we talked about in the first section, you’re not alone. Many sales professionals find themselves in the same situation, spending valuable time and resources and using fragmented tools to try and find a decision-maker, only to come up empty-handed or even ignored.

This traditional approach to commercial services sales can be exhausting and rarely leads to the desired end result (closing a deal).

But luckily, there are more efficient ways to find and reach out to property owners, building managers, and facilities directors. Enter property intelligence and buyer intent data.

What is Buyer Intent Data for Commercial Properties?

Think about buyer intent data as the “Signal” commercial accounts give when they’re trying to find your services.

An example of this could be searching for things like: “Snow removal services in [your city].” These search topics provide insights into the needs of potential customers and the timing of those needs.

Now, put all of those insights on a map that tracks almost 6 million commercial properties across the United States, and you have a powerful tool for finding and connecting directly with decision-makers in your territory.

Target the Right Properties with Smart Data

For many sales reps the frustration of commercial services sales is; every commercial building in your area is a possible lead, but not every property is a fit, interested in your services, or ready to make a purchase.

Knowing exactly which ones need your services and when—can help you focus on opportunities that have the highest likelihood of converting into a sale.

Convex’s property intelligence software automates this entire process and acts as your roadmap to sales opportunities—the data collected tells you where to go, who to talk to, and even what services those properties might need.

Convex compiles data from various sources, giving you insights like:

• Owner and property manager contact information
• Buyer intent signals (like we discussed in the last section)
• Permit history and past projects
• Building attributes like square footage, roof type, and energy efficiency upgrades
• Aerial Imagery

It’s not just data for data’s sake—it’s practical information that saves you time and effort.

Instead of spending half the week making 100 cold-calls to buildings at random, Convex gives you complete territory visibility in a map interface showing you where to focus your energy, and even what to say to align with the decision-maker’s current needs.

Using Intent Data to Reach Properties When They Need You Most

One customer referred to replacing the traditional commercial services prospecting methods with Convex as “Warm selling.”

Intent data + direct decision-maker access + property intelligence = a game-changing sales strategy for commercial services sales.

We all know timing is everything in sales. Even if you’re in touch with the right person, if they aren’t ready to buy, you could be wasting your time.

Convex offers intent data, showing when a property is likely looking for services based on activity, such as permits or inquiries. This helps you focus on properties that are already considering a service provider, making your pitch more relevant.

Say you’re a roofing contractor and notice through Convex that decision-makers at a commercial property are searching for topics around replacing or repairing their roof. That’s a perfect “signal” for sales outreach. Instead of waiting for them to come to you, you’re reaching out at just the right moment, offering to help them with a problem they’re currently facing.

Building Owner Contact Data: Access Decision-Makers in Minutes

One of the biggest hurdles in commercial services sales is simply finding the right person to talk to. Sure, you can buy a list of these individuals and try casting a wide net through cold outreach, but many owners and managers get 50+ sales messages per day. Standing out among the barrage of outreach they receive not only takes tremendous creativity, it also takes persistence, perfect timing, and patience.

Mechanical Services and Design (MSD) in Dayton, Ohio, used to have sales reps download lists of permit history from library portals and attempt 100 cold calls per week. According to their VP of Business Development, Nick Davis, this was “lost time that he knew they’d never get back.”

Instead, they chose to use Convex, which gave them direct access to up-to-date contact information for property owners, managers, and facilities directors. It skips the gatekeepers and takes you straight to the decision-makers. This approach added more than $42 million to the sales pipeline over the last 18 months.

Imagine your team spending more time in conversations that actually lead somewhere and less time trying to find the right person. With Convex, a process that usually takes hours—digging through LinkedIn, cold-calling, or even door-knocking—can take just 3-5 minutes.

Optimize Your Territory and Streamline Your Workflow

Territory visibility allows you to see not only the 30,000 foot view, but also to hone in on each property to see sales opportunities on a granular level. Once you see the insights, you can plot an efficient sales route to reach each prospective customer.

This means the platform doesn’t just help you find leads; it helps you organize and manage them.

Convex’s territory management features make it easy to see which properties fall within your “service area,” if they’re currently working with a competitor, and enable you to categorize potential leads according to their location. This way, you’re not driving across town for a single lead—you can line up meetings in the same area, saving time and fuel.

For sales managers, you can also assign prospects, attach dollar amounts to each lead, and even delegate entire territories in a way that maximizes each rep’s time in the field. By keeping your sales team’s efforts focused on high-potential areas, you’re improving productivity across the board.

Real-Life Scenario: When JAN-PRO (a commercial cleaning and janitorial company) first found Convex, “life was chaotic,” according to their Director of Inside Sales, Cassie Clark. Their sales process was to “do whatever we could to get dials out and people on the phone.”

This included, cold dialing, lead research, and spending hours driving from building to building trying to get past decision-makers and close leads.

Convex’s Atlas tools created an organized ecosystem for identifying prospects, drawing them out on the map using the campaign feature, and segmenting them into verticals that they’re trying to reach to have the highest impact.

But by changing their sales strategy and focusing on specific opportunities each day, they cut down on prospecting methods that wasted time (like canvasing) and increased the number of contracts closed each week “tremendously” (in Cassie’s own words.)

Turn Property Insights into Personalized Outreach

Nobody likes generic sales pitches, especially busy owners, property managers, and directors of facilities.

Personalization is key to cutting through the noise of generic sales messages and actually getting the attention of the right people.

With Generative AI, Convex is able to draft outreach based on the account data of the prospect as well as your company and salesperson’s contact information—equipping you with specific details on each building—whether it’s their permit history, building size, buying signals, or environmental upgrades—so you can craft messages that resonate.

Using this information empowers your team to add a personalized touch to your sales emails, calls, or even draft scripts for video messages on Loom. By referencing specifics about their property, you’re showing that you’ve done your research, you understand their needs and you can offer solutions that make sense for them.

Start Conversations That Lead to Contracts

At the end of the day, success in commercial services sales comes down to not only having more conversations, but also better conversations with the right people at the right time.

Imagine for a moment receiving one of these two “sales messages:”

Generic Sales Message (Commercial Cleaning):

Hi [First Name],

I hope you’re doing well! At [Your Company Name], we specialize in keeping commercial buildings like yours operating at peak efficiency. Whether you need ongoing janitorial services or specialized cleaning, we have a team of experienced professionals ready to deliver.

Our services are designed to ensure the safety and cleanliness of your property, helping you save time and focus on what matters most—managing your business.

We’d love to discuss how our services could fit your needs. Let me know if you’d like to chat about a cleaning quote.

Thank you,

[Your Name]

(OR) Personalized Sales Message (Commercial HVAC):

Hey [First Name],

I noticed that [Property Name or Property Type, e.g., “the Smithfield Business Park”] had some recent updates to its [specific area, e.g., “HVAC system”].

As part of our work with commercial buildings like yours, we’ve helped teams extend the lifespan of their HVAC and Mechanical systems through service and maintenance plans that improve energy output and efficiency.

At [Your Company Name], we provide customized [service type] solutions that can fit right into your maintenance schedule. Our approach has helped [similar properties in their area] save on energy costs, prevent unexpected repairs and down-time in their systems.

Would you be open to a 10-minute call next week to discuss how we can help keep your HVAC systems operating smoothly?

All the Best,

[Your Name]

Would you be more likely to respond to the first or second email if it landed in your inbox?

Changing your approach, even slightly, can dramatically increase your results. This is the power of using data rather than guesswork to inform your sales strategy.

Take the Next Step: Start Prospecting Smarter

For anyone who’s tired of spending hours digging for contacts and chasing down leads, Convex offers a simple solution that saves time and gets results.

Imagine knowing exactly where to look and who to talk to as soon as you log in. That’s what prospecting should feel like. With Convex, you’re not just generating leads—you’re building relationships that lead to lasting contracts and steady business growth.

So, the next time you pass by that office park or commercial building, don’t just wonder what it could be—log into Convex, find the decision-maker, and start the conversation. In minutes, you could be on your way to your next contract. If you’d like to see how Convex can help you achieve results similar to the ones we’ve discussed in this article, schedule a free demo today!