The challenges faced?
Challenge 1: Understanding buying groups can be a real challenge. Identifying who the decision makers are and where they sit in the organisation is a complex task, as well as deciding how to frame the approach when targeting these individuals.
Challenge 2: Sales often have junior relationships in their accounts. How can Sales break into more senior levels of the business to create executive sponsorship?
Challenge 3: Traditional means of targeting clients and prospects are ineffective, outdated and often no longer compliant with data privacy legislation. Sales need to find new ways to create meaningful conversations with these individuals.
By identifying the right accounts and individuals to target, Unrival can provide a highly focused approach, enabling Sales to engage with their accounts in a much more targeted and smarter way. Unrival’s insights enable Sales to target the right people with highly focused messages. This leads to improved interaction with clients and prospects, driving pipeline and revenue.
With Unrival’s powerful insight, Sales teams can identify new opportunities in previously unexplored business functions, discover who the key individuals are within these functions. By understanding who the key players are in their accounts, Sales can quickly contact seniority early, building more credibility with their customers and prospects. The insight gathered by Unrival enables Sales to open up initial conversations, by demonstrating in depth knowledge of the organization, thereby accelerating sales cycles.
Unrival help sales and marketing to work closely together, to better understand the individuals within their accounts and how to reach them. Working together alongside Unrival’s insights, Sales and Marketing can understand who the target individuals are, what to say to engage these individuals deeper, what content should be used to target them and which channels to push those messages out on in order to gain maximum engagement.