How to Use Account Profiling to Create a Surplus Sale

Keeping marketers ahead of their game, Account Profiling helps them understand their potential customers along with their specific requirements, thus providing value-added information to the marketers.
In the age of an ever-changing world, everyone likes to keep up with the pace of what is happening around them. Similarly, the brands in the B2B industry, too, want to stay ahead of the curve, and account profiling is something that would keep your company one step ahead.
Rather than wandering in the dark, account profiling helps you reach your desired destination, as it helps flesh out account profiles with accurate information.

What is Account Profiling?

Customer Account Profiling is a process to build a complete picture of every lead, customer, and account –customer-centricity. Account profiling gives you actionable insights about the prospects that will enable on to start meaningful conversations that resonate with their pain point.

How does Account Profiling in B2B work?


Account Profiling must include everything you know about an account. However, since most of the time, the needed information is missing, in-depth research is required. To do that, online research plays a primary role.
For instance, check out the company’s website, and profiles of the company and employees on LinkedIn. Checking if the company is making the news and how that may or may not impact the sales strategy, can also be an important aspect of account profiling.
After the diligent research process, you will have narrowed down who your key players are, their titles, contact information, and roles in the buying decision. In short, Account Profiling is like a map for a marketer for how and when to approach an account with a solution when decision-makers are looking for answers.

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