Have you research-proofed your target accounts?

Learning at a deeper level about each one of your target accounts can be simple. In fact, very simple. But, not easy. How is that possible? Let me explain!

Simple desk-based research over the Internet can reveal key insights about your target accounts. This is especially true if you are pursuing large enterprise-level customers. While a single deal will drive significant revenue, it requires equal amount of attention and resources to win the deal.

What becomes of huge importance then, is to understand each enterprise account at a fundamental level so that your marketing as well as sales can have meaningful conversations. That is when we would say you have achieved ‘research proofed’ status for that account.

So how do you ensure that your target accounts are research proofed? Here are the 3 steps you can take in order to ensure that your target accounts are research proofed:

Select target enterprise level accounts you want to target

The first step to ensure that your target accounts are research proofed is selecting the right accounts which are worth your time and energy in outreaching. You can ensure that you are targeting the right enterprise level accounts through research about the pain points that your target enterprise level accounts are facing and if your value proposition matches with their pain points that they are facing. Selecting target accounts is a crucial first step in ensuring your target accounts are research proofed.

Gather deep insight about your selected target accounts

The second step is to gather deep insight about your target accounts through performing intensive desk-based research. You can leverage simple desk-based research in order to collect insights about the company, the strategies which they are leveraging as well as their Sales and Marketing Technology stack. You can gather intelligence about their needs, pain points and strategic priorities through various sources such as Executive Interviews, Press Releases, Social Media Sites and Investor Presentations.

Consolidate insights into a structured report format

The final step is to consolidate the insights about your potential enterprise accounts in a structured report format as per your convenience and your insight requirement. Once you have a report structure, you can start filling in the deep insights. Once completed, you have one of the most powerful sales and marketing tool at your fingertips compiled through just simple desk based research.

We recommend a report structured in the following format:

• Company Insight
• Strategy & Strategic Plan Targets
• Sales and Marketing Technology Landscape
• Key Executives

For example reports visit our website’s sample download center.

Conclusion

Once you have a structured report which reveals key insights about your target accounts, you have one of the most powerful sales and marketing intelligence tools at your fingertips. This is created by just leveraging publicly available information and other sources over the Internet. The structured report is a high value-added resource for any sales and marketing team targeting the enterprise level accounts. Download a sample report today to learn how you can empower your sales and marketing team with insight.

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