Make Your B2B Account Profilig Laser Sharp


Gone are the days when marketing and sales teams of an organization could work separately. It’s the era of SMARKEITNG wherein the sales and marketing team have to work hand in hand. The line between the two teams is becoming blurred with each passing day. The common goal is to make the sales process more effective and the sales cycle shorter. This begins with highly targeted account profiling.

What is B2B Account Profiling?

B2B Account Profiling is a process of understanding and gathering information related to a specific set of important prospects to devise a perfect sales strategy. It helps companies bag large accounts that have complex decision making processes and multiple departments and locations.

So, how do we make account profiling more effective? Here are some techniques:-

Utilizing Sales Intelligence Effectively

It is always the sales team that is the closest to the prospects. Owing to their regular interactions with the prospects, they are in a better position to understand the pain points of a client in a particular geography and segment. It is essential that the sales team captures all the details in CRM. These are the exact details that formulate an organization’s sales intelligence. Further, the marketing team can leverage on this knowledge of the sales team and thus, use it effectively for better account profiling.

Tailor Made Account Profiling

Keep your B2B marketing strategy flexible when it comes to account profiling. Each prospect is different and so are his pain points and needs, especially if you cater to clients across the globe. Every prospect does not require the same services. Thus, each prospect needs individual attention. This key point has to be kept in mind while nurturing a lead and finally closing the deal. Hence, it is curtailed to customize your services as per the client’s needs.

At KIA Biz, we specialize in account profiling and highly targeted lead generation. To know more connect with our expert at info@kiabi.com

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