Account Profiling

Account Profiling

Account Profiling is the systematic process to identify and prioritize the companies in your Lead Barrels campaign that are most likely to make a purchase. Using the aggregated activity of your individual subscribers, we are able to calculate a score for the account as a whole that indicates their sales readiness.

Key benefits

timer

Save time & money

Sales teams can become much more efficient in their time allocation and effective in their messaging to help accelerate the decision-making process.

confidentiality

Analyze and retain customers

You can apply Account Profiling to help preempt customer defection with corrective actions like special offers or uplift renewal with well timed outreach.

quality-assurance

Informed, quality conversations

Because the focus is on buying groups that are likely to purchase, deals are often bigger and efforts pay off within shorter sales cycles.

How are categories weighted?

Account scores aggregate the activity of individuals with the same domain into a single domain level score between zero to 100. The higher the score, the greater likelihood of purchase. Account activity is measured across four key categories: campaign engagements, leads, sales history, and intent signals. Each category contributes to the overall score differently with a higher emphasis towards potential sales generating activities, like leads and intent signals.

Leads

Leads

Leads and enquiries generated from
your email campaigns are tracked here.
Leads are scored based on their
type and recency. Leads represent
the highest sales potential and often
require timely follow up. Based on
this importance, we’ve applied a max
weighting of 50 depending on lead
type and age.

Leads and enquiries generated from your email campaigns are tracked here. Leads are scored based on their type and recency.
Leads represent the highest sales potential and often often require timely follow up. Based on this importance, we’ve applied a max weighting of 50 depending on lead type and age.

Engagement

Engagement

Aggregated subscriber activity from
your monthly email campaigns helps
to understand how engaged the
customers are with your content and
brand.
Campaign engagement, whilst
not as important as leads, is very useful
for understanding ‘who’ is reading your
campaigns. We’ve applied a max
weighting of 15 based on engagement
type and age.

Aggregated subscriber activity from your monthly email campaigns helps to understand how engaged the customers are with your content and brand.
Campaign engagement, whilst not as important as leads, is very useful for understanding ‘who’ is reading your campaigns. We’ve applied a max weighting of 15 based on
engagement type and age.

Intent Signals

Intent Signals

Using the ‘digital footprints’ your
customers leave when searching and
consuming content online (not just your
website) we’re able to determine a
pattern of “Intent” to purchase. Intent
signals are not yet leads but they
provide insight into a possible selling
opportunity. Based on their sales
readiness, we’ve applied as max
weighting of 25.

Using the ‘digital footprints’ your customers leave when searching and consuming content online (not just your website) we’re able to determine a pattern of “Intent” to purchase. Intent signals are not yet leads but they provide insight into a possible selling opportunity. Based on their sales readiness, we’ve applied as max weighting of 25.

Sales History

Sales History

Existing customers are likely easier
 to convert when compared to prospects.
Using your reported sales history, we’ll
prioritize these opportunities first.
Having had previous sales with the
account shows a likelihood to sell again.
Based on this, we’ve applied a max
weighting of 10.

Existing customers are likely easier to convert when compared to prospects. Using your reported sales history, we’ll prioritize these
opportunities first. Having had previous sales with the account shows a likelihood to sell again. Based on this, we’ve applied a max weighting of 10.

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