Are you still trying to generate new business or land that ‘dream’ client from a wide lead pool, coinciding with a large amount of luck? Surely you can’t rely on that approach forever, so why not focus your approach and properly target the companies you want to?
Effective and considered target account selection is key to producing an effective sales & marketing strategy. However, it is also one of the trickiest things to nail down, but if you get it right generating a more fruitful pipeline becomes a lot simpler.
Our data team and ABM Consultants are able to sit with you & your team to take your proposition, analyse it, and marry it with the most relevant industries, companies and roles within those companies. They’ll look at everything, including:
Previous and current clients
Current lead pool/dataset
Firmographic, Technographic and Behavioural Data
Business targets and objectives
It goes without saying that once you’ve figured out which criteria and data points are most important for your target account selection process, the more precise you can be with pinpointing your ‘Top’ targets. Then you can effectively create & curate relevant content to engage with the right people at the right time.