Done with all your target account identification processes? So, what’s next? To identify the key decision-makers and influencers while strategizing the correct approach that clicks. In most of the B2B targeting processes, you’ll
not be dealing with a single influencer but many and each of them would have a set of ideas and compulsions. You’ll have to place your offerings, accordingly. In this context, do not neglect to utilize technologically advanced
organization charts and account maps incorporated with accurate and updated insights of your target company.
How Will You Understand Your Potential Decision Makers?
After identifying your target accounts, try understanding their buying processes and people involved. The process can be made easy and time-efficient if you get guided by the diligence of sales intelligence experts. You’ll also
have to get a clear picture of where your offerings stand with respect to their cost and requirement matrix. This will again depend on individuals who will be involved in closing the deal as you will understand the project
group, the task force involved in it, the mix of departments, and more. Few more suggestions to identify your decision-makers –
- Start gathering a bank of potential and individual intelligence on your target account
- Get hold of actionable Org Charts that walks you through the key players and make sure that the charts can be customized as per your needs and is updated, always
- Keep a strong focus on your target business unit of your interest by exploiting account maps created by advanced technology tools
- Leverage quality database that gives you updated and exact information as per your requirement and doesn’t limit you with generic info
- Make sure that all your crucial connections are highlighted on the organization charts so that you can contact them as and when required, etc.
- Make sure you get account level as well as individual insights
BizKonnect, with its years of expertise in the sales intelligence domain and advanced technology tools for the same, can help you to get connected with your potential influencers in the most cost and time-efficient way. We can
also ‘scale up your Account-Based Marketing initiatives while not compromising the quality of the in-depth intelligence you need at the account level. We believe leveraging business connections (not just people) within the
mapped accounts and leveraging those in your communication would be the next upgrade of the account-based marketing.’ CLICK HERE to explore.