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. Hence, it turns out to be very important
for a new vendor to make himself recognized by the purchaser at an initial
stage in the buying process so as to offer a chance to influence the buying
process.
How to establish a perfect customer
relationship using Account Profiling
The trick is to create the perfect
client relationship that lies in not only identifying the relationships but
also in conducting live projects, taking responsibility of inventory, asset
estimation including conduct and execution of potential projects for the whole
year.
Account profiling which is done for
bigger accounts needs a lot of time. It also demands thorough probing that
needs to be commenced involving phone calls, authentication of contacts, web
research, undertaking of projects that are live including future projects,
expiry dates of service contracts, asset evaluation etc.
Equipped with so much data, the sales
team representatives become fairly proficient, effective and productive when it
comes to management of larger accounts. An alternative way is to approach an
efficient Market Research Process such as Beyond Codes. This will release the
sales team of its burden and only focus on what they are best at- selling.
The Account Profiling offered by
BeyondCodes involves:
Generating data from multiple
intelligence sources consisting of primary research, secondary information, web
sources, and our own proprietary research.
Sales intelligence process involving
integrated research at every stage, including surveys, webinars, direct
interaction with key personnel in the decision-making process.
Intelligence on key events that the
organization/key decision makers are attending, identifying opportunities for
getting more face time.
Account profiling, when taken on by
any business, helps in bridging the big difference that is present between a
potential business and one that has been closed. It provides fair insight to
the sales team in pursuing only those accounts that are likely to give business
and not go on a wild goose chase. This helps the sales team to connect only to
potential customers to establish the truth required to confirm the deal rather
than chasing random prospects.
Account profiling, in short, can be
labeled as the perfect mixture of thorough research techniques along with the
perfect use of latest technologies and human judgment to deliver the right
message to the right prospects at the right time in order to generate leads.
Thanks for sharing such a great blog Keep posting.
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