What is an Account Profile?
Account Profile is a consolidated report that covers firmographic and technographic data about your target account. It combines both qualitative and quantitative information about your target account, compiled mostly through desk research.
Account Profiles provide you with the insights you need to sell smarter and intelligently. It includes all relevant information about your target account to empower sales intelligence and ultimately sales enablement.
It consists of the following information about your target account:
- General Overview
- Business Strategies and Key Business Priorities
- Regional Business Priorities e.g. North America or Country Specific
- Business Challenges
- Industry Trends / Drivers
- Account’s response to industry trends and drivers
- SWOT
- Major Projects
- Technology Landscape
- And more…
To view a sample account profile visit our website at https://businessbrainz.com/reports/.
How do Account Profiles help Sales and Marketing teams?
‘Insight’ can be a key differentiator between winning or losing each target account. Specially, with ABM gaining traction, it matters all the more. The profiles do a very good job of updating your entire global marketing and sales team about each account. Everyone is on the same page; in terms of know about each one of their target accounts. Sales and marketing alignment starts here!
Account Profiles help you stay up-to-date with your target account at a strategic level. It helps you understand where your target account is heading toward from a macro level through an Overview Insight as well as from a micro level through Technology Landscape.
Account Profiles are an invaluable resource for any organisation engaged in business-to-business sales and marketing. From a sales and marketing intelligence standpoint, Account Profiles may be the most powerful tool at your fingertips which you can do through conducting simple desk based research.
Steps to building Account Profiles:
- Identify and select target accounts to research
- Leverage publicly available information about target account through the Internet
- Fill the information using a standard Account Profile template
- Consolidate all the information in an easy to digest and read format
Usually one-size-fits-all types of profiles tend to do just half the job. They just have generic content and are distributed across industries. If you can get someone who can build a highly tailored and customized account profile that answers the questions that your sales and marketing team will have about all your target accounts, that will be a true asset to them.
Conclusion
Account Profiles present you with the information about your target account in report like format and present you with the strategies and challenges facing the organisation at a macro level. Overall, account profiles help facilitate the macro level understanding of the direction that your target account is heading towards. In short, account profiles are an invaluable tool leveraged by sales and marketing teams to better understand and target the accounts that they have identified.