ACCOUNT PROFILING- A BOON FOR LEAD GENERATION
Businesses undertake account profiling to understand and gather relevant information about a specific set of accounts in order to design a strategy or access plan. Each profile to be profiled is a mission undertaken by a company which is one of its kinds in terms of the type of information that is to be gathered. Mostly, the information which is generated is a mix of crucial contacts, the priorities to be set, the challenges to be met, reporting about relationships, understanding about the crucial goals to be reached, knowledge about what influences purchasing decisions, generating or triggering opportunities, getting insight about status and other competitive data. In general, it is observed that it is very tough to enter big accounts largely due to diverse buying influence, hard and intricate decision-making processes including dispersed accounts across varied divisions and geographies. Also, bigger organizations have their own closely established buying cycles. Henc