Beating heart for the AMB strategy that you are going to set up. Sales conducts the customer conversations and knows better than anyone what is going on with customers, who the decision makers are and who influencers are. To create good content and distribute it to the right people. Sales needs that in turn to warm up leads. A lead who knows well what you have to offer comes to the table better prepared. And that makes sales happy again. By structurally planning
meetings and determining action points from marketing and sales, you ensure that there is always movement in the ABM strategy you set up. And then it gets fun! 2. Analyze your current customer base and determine the target audience Telemarketing list You can find out what currently valuable customers are by performing an RFM (Recency – Frequency – Monetary) analysis. This will analyze: When customers last made a purchase How often they make purchases How much turnover they have generated for the organization
This gives a good insight into the type of customer that you are currently achieving success with in the form of revenue value. It gives you insight into how your customer base is structured. You can create various customer segments in your customer database. This way you have customers who buy often and a lot from you, but you can also identify potential champions or sleeping champions. Of course you want to focus on the champions – the customers who have bought recently, are buying more