Micro-targeting the right decision makers within target accounts with account-level insights is crucial for fast-tracking enterprise deals.
You are most likely missing out on the competitive edge that real-time, comprehensive account-level insights can provide — if you are not leveraging AI-powered sales intelligence platforms.
Timely identification of low-hanging opportunities accelerates the sales process and enables enterprise Sales & ABM teams to focus on prospects that will convert REAL FAST.
AI-powered sales intelligence platforms crunch data instantly to process and clean vast datasets, identify inherent patterns within the data, and then generate actionable insights.
Here’s what ABM teams can do with AI-powered insights:
1. Immediate prioritization of target accounts: AI-powered sales intelligence platforms analyze vast amounts of data in real-time to unearth high-priority digital initiatives within target accounts that your solutions can facilitate.
ABM teams can use such insights to identify and prioritize low-hanging opportunities in high-value target accounts, channeling their focus efforts to close deals faster.
2. Enhanced focus on prospects who are evaluating solutions: Low-hanging opportunities often include prospects who have demonstrated intent or strong affinity for a particular technology. Such platforms also capture the workload analysis of the target prospects.
ABM teams can align their company’s solutions to pitch targeted solutions to address account-level pain points effectively considering tech stack changes and business intentions.
Challenges in unearthing low-hanging opportunities without AI-powered insights
Unearthing low-hanging opportunities in target accounts presents several challenges, making it a complex task:
1. Data volume and complexity: ABM teams often must navigate through enormous volumes of data from various sources such as annual reports and market reports.
Manual analysis of this data to identify opportunities is time-consuming, hindering timely decision-making.
2. Analysis of complex market behavioral data: As market conditions and buyer behaviors constantly change, keeping up with these dynamics requires continuous monitoring and real-time analysis.
Analyzing this complex data manually to derive relevant account-level insights and zero in on the appropriate next steps involves intense planning, a lot of time and strong analytical capabilities.
3. Hurdles while scaling up: Manually identifying and prioritizing low-hanging opportunities increases operational complexities and scope for error, as the number of target accounts grow.
AI-powered sales intelligence platforms for competitive advantage
AI-powered sales intelligence platforms can lead to a 40% decrease in customer acquisition costs and give ABM teams context to gain a competitive edge.
AI-powered sales intelligence platforms reveal instant industry, account, buyer, and competitor installed-base insights that ABM teams use for account planning.
1. Industry-level: AI-powered sales intelligence platforms provide comprehensive insights into the industry ecosystem, talent demand across industries, top business intentions, digital initiatives, themes and use cases, technology areas, and more.
ABM teams can track the digital processes of their peers in the ecosystem, enabling them to plan their outreach.
2. Account-level: AI-powered sales intelligence platforms analyze data from various sources to provide account-level insights into target accounts. This includes information on account activities, financial health, strategic priorities, and product updates.
ABM teams can align with the target account needs and priorities, increasing their chances of successful engagement.
3. Buyer-level: Understanding individual buyer behaviors and preferences is crucial for personalized outreach.
Personalized ABM powered by AI can drive a 15% increase in sales and a 20% increase in customer satisfaction.
With AI-powered sales intelligence platforms, ABM teams can pinpoint key decision-makers within the target accounts, ensuring that their outreach efforts target those individuals’ specific interests and needs with the authority to make purchase decisions.
4. Competitor-installed base: AI-powered sales intelligence platforms provide insights into the competitor profiles, their partnerships, and the tech stack. This insight helps ABM teams to:
- Custom-make their messaging: Address the specific challenges and gaps identified in competitor offerings and highlight how your solution outperforms that of the competitors.
- Outdo competition in specific locations: When ABM teams gain a localized understanding of competitive dynamics, it enables them to tailor their ABM strategies to outperform competitors in specific regions or sectors.
Companies like Salesforce, Microsoft, Capgemini, Intel, PWC, Genpact, Infosys, and many more leverage Draup’s AI-powered Sales Intelligence platform to accelerate strategic sales motion and ABM campaigns.
Draup enables ABM teams to access account and buyer-level insights like:
- High-priority digital initiatives
- Budgets and decision-making panel
- Current tech stack and tech procurement trends
Are you already boosting your ABM motion with granular account and buyer insights?
