Leveraging Current Customer Insights to Acquire New Accounts
The optimal enterprise-focused sales strategy is to increase your deal size and decrease your sales life cycles. While this may sound like the perfect idea on paper, it takes much more effort to craft. Using current customer’s buying patterns and engagement metrics, you can begin to understand how an account-based marketing strategy will help you acquire new sales.
Account-based marketing takes a holistic sales approach, both internally and externally. Within your business, you are closely integrating your sales and marketing teams with aligned goals and tasks to achieve the optimal customer experience. Externally, you’re nurturing the team of decision makers with personalized material, advertising, and brand recognition. In turn, you’re creating a closer relationship prior to the sales point of contact. Account-based marketing means you’re targeting a group of people, which means consistent messaging is more important than ever. The collective decision-making process in enterprise companies is worth the fight. While it’s not one individual making the decision but rather a...
