Incorporating B2B Account Intelligence to Increase Cross- Selling and Up-Selling Opportunities

Posted by Amit Pawar on December 1st, 2022

Every industry’s sales processes are facing increasing challenges with the impending recession in the global economy. Issues like supply chain management, incomplete and inaccurate CRM data, multi-tiered distribution, and a complete shift to a digital buying journey are getting too much to handle, especially for MSMEs.

But here, account intelligence or account-based intelligence comes into the picture. It helps marketing and sales teams overpower these obstacles and allows them to tap into multiple up-selling and cross-selling opportunities.

Account-based Intelligence combines tons of first-party and third-party B2B data, allowing marketing teams to enhance growth opportunities by identifying opportunities at the early stages and helping deals to progress quickly.

How to incorporate account-based intelligence at every level of the customer’s buying journey?

For account-based intelligence to work, collecting the digital footprints that all kinds of prospects keep leaving is essential. Those hints can be traced from several sources, like when they’re on the website researching solutions, using search queries, or checking the competitor’s solutions. Sometimes prospects and stakeholders may subscribe to the brand’s email newsletter, click an ad, come across a blog post on the site, and attend the demo meeting/ sales pitch. All of these and much more are the sources that offer tremendous insights which will lead to improving marketing campaigns.

Businesses can use intelligence to identify cold, warm, and hot category prospects from their digital hints. When captured and stored correctly using the right tools in one place, this data can offer numerous opportunities to cross-sell and up-sell. Businesses can leverage these signals to identify opportunities that prevent accounts from churning, help them grow relationships, and discover new prospects to target.

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