The rising adoption of ABM in B2B reflects the critical role of personalization, with 94% of sales professionals citing it as key to boosting sales. However, the success of ABM hinges on targeted account insights, which serve as the foundation for creating highly personalized, impactful strategies. As more B2B companies embrace ABM practices, the demand for precise and actionable account research has never been greater.
Effective account research drives personalization, enabling tailored, industry-specific content that resonates with key decision-makers. However, securing the right data remains a significant challenge. Only 39% of the time of the sales team’s time is spent actually selling, time that could be better spent building relationships with ideal customers is spent on other non-sales activities. 84% of sales executives consider content search and utilization the top priority for enhancing productivity.
To overcome these challenges, many organizations are partnering with specialized agencies to outsource account research. This approach allows sales teams to focus on closing deals and acquiring high-value accounts, ultimately driving measurable business growth.
If you’re considering outsourcing account research, here are key factors to keep in mind:
1. Service Level Agreement (SLA)
A clear SLA is essential to set expectations around the quality of work and define the scope of the engagement. This eliminates ambiguity and ensures alignment between your team and your research partner.
2. Seamless Communication
Collaboration with an external team demands open and consistent communication. Ensure your research partner is accessible and responsive, minimizing potential barriers to effective engagement.
3. Reliability and Commitment
Choose a research consultancy that understands your business challenges and adds genuine value to your efforts. A reliable partner becomes an extension of your team, amplifying your ability to secure key accounts.
4. Assessment of Sales and Marketing efforts
Outsourcing research frees up your team to concentrate on strategic conversations with prospects. A skilled partner provides the insights you need to fuel impactful campaigns, allowing your team to focus on meaningful connections.
By streamlining your approach to account research, you can unlock new efficiencies and deliver tailored strategies that resonate with your target accounts.