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How Company Hierarchy Data Can Help Power Strategic Sales Approaches When looking to improve upon their strategic account-based approach, sales reps need a deeper understanding of company hierarchy data. This data gives a clear picture about the organizational layout and relationships within target markets which help reps to know the powers of who sits where, thus streamlining their sales process.
Enhanced Market Insights
Sales reps can go even deeper with their target market when they have accurate data on the company hierarchy. Reps can put these relationships together by connecting the dots between each company, and find common affiliations like parent companies or subsidiaries. By leveraging this information, users can identify cross-selling and upselling opportunities among the corporate family to build a more efficient sales strategy.
Streamlined Sales Processes
Sales reps can know exactly who is in charge where, helping them to make sure they are reaching out to the most pertinent contacts. That way, they can focus their efforts on enticing decision makers directly and choose these nurtured prospects through the pipeline. Knowing the budget and decision-makers helps you customize your pitch so that it steers clear of gatekeepers wherever possible.
Strategic Account Management
It helps in useful territory assignments and gives insights related to performance analysis unordered the company hierarchy. Gathering historical data and harvesting relationships helps sales teams assess which parts of a business are most likely to convert, therefore enabling targeted marketing. In addition to improving general sales efficiency, this approach is also a savvy way of allocating funds.
