[map out the accounts]
The next step is to identify the key contacts per account, understand what makes them tick and map their relationships.
Identifying the Buying Committee Relying on the background work with Sales and the account research, you will need to define the decision makers and influencers
Identify Behaviour and Triggers Identify decision-making behaviours, buying triggers and/or solution interest areas Contact Insights Gather fresh insights around topics and themes of relevance to your buyer profiles, this should also include the challenges and opportunities for each account & individual in the decision cycle Watering Holes Find out how and where your buyer and influencers consume information
Account/ Contact Mapping Map out each account in terms of decision makers and their relationship with others and their role in the decision making process. Sources of contact data include: your CRM, online research, call programmes, third party list builder and data providers.
How we help Through qualitative and quantitative research we identify the key decision-makers and influencers within the target organisations and develop actionable profiles that feed strategy and content.