The purpose of our Account Profiling is to gather information about a specific set of accounts to enable our marketing team to formulate an access strategy.
Each profile project is unique as to the type of information collected. Generally, it’s a mixture of key contacts, reporting relationships, priorities, challenges, buying decision process, key goals, trigger events or opportunities, competitive information and status. Penetrating large accounts is difficult because there are many buying influences, decision making processes are complex and often distributed across locations/divisions. Large organizations tend to have tightly defined buying cycles, and it is important for a vender to become known to the buyer early in the buying cycle to provide an opportunity to influence the buying process. Identifying not only the relationships, but inventory, assets, active projects, and potential projects for the following year, can help your company position itself for an ideal customer relationship.
Profiling large accounts requires a significant amount of probing and time. It typically involves a combination of web research and phone calls, verifying contacts, responsibilities, active projects and potential projects, as well as determining what types of assets may exist within the organization now, as well as any service contract expiration dates. This information can allow your reps to be highly productive when approaching these large accounts. B2B Galaxy will take on this burden so your sales team can focus on what they do best, selling.
B2B Galaxy has extensive research experience, combined with expertise across more than 30 industries. We can perform at a level that is difficult for most internal sales teams to perform at, and we have access to information that is not readily available. In addition, you will often find that we have already mapped your clients as part of our internal database.
Our processes includes:
- Develop current and in-depth knowledge of your target account
- Reduce your learning curve and sales turnaround time
- Identify the best opportunities for your business
- Leverage your expertise to fulfill your prospect’s requirements