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Account Acceleration

New customers are the lifeblood of any business, but your existing customers can be a hidden source of sales opportunities.

Consider this: you have a 60-70% chance of success selling to an existing customer compared to a 5-20% chance of selling to a new customer and increasing customer retention by just 5% can increase profit margins by up to 95%, it highlights the untapped opportunities already in your customer base.

With existing customers, you already have a successful track record to show to other business areas, giving you a massive head start over the competition.

Our Account Acceleration service will help you take advantage of this untapped opportunity while providing an enhanced service to existing customers. Here’s how it works.

Why choose account acceleration?

 John Bancroft, Managing Director of Incognate, highlights difficult choices and challenges that sales and marketing leaders need to make to increase revenue today. But also why they should consider account acceleration as a growth strategy.

What’s involved in an Account Acceleration Campaigns

For B2B technology companies, especially those that rely on recurring revenue, your existing customers deserve equal attention to new lead generation. However, your account teams are under ever-increasing pressure to drive service improvements, that often leaves little time for your team to grow revenue.

If they haven’t the time to expand and grow your existing customers, are your competition making inroads?

We will help you connect with C-Level and senior decision-makers in other areas of your existing customers, establishing new openings, opportunities and business.

Our campaigns run through three stages – Target Readiness, Campaign Launch, and Reporting and ROI. The full details are below.

Working with you every month, we’ll share your existing successes and engage senior contacts to develop new business.

Account Readiness

  • Agree the best target account with you
  • Identify the people and your key targets within the account
  • Establish your value proposition
  • Document your proof points
  • Create attention-grabbing messaging templates
  • Set up data, comms and reporting

Campaign Launch

  • Our highly experienced team targets key contacts across accounts
  • Specific emails sent to key targets
  • Calling spread across the timeline
  • Average two day’s effort per week
  • New contacts researched and added
  • Qualified Opportunity Handover forms brief your account team
  • Management and delivery of targeted account activity
  • Weekly update calls and regular reports

Reporting and ROI

  • A written report outlining key activities, conversations and leads generated
  • Value of return in terms of pipeline potential
  • Data output in CSV for transfer into a CRM of your choice

Are you leaving money on the table?

If you want to grow your existing accounts our account acceleration delivers results get in touch today!