TLDR:
Terminus released Account Insights—a better way for sales to relieve themselves of the burden of being swamped with data. It allows sales to generate focused outreach efforts so they can get a better response rate. And Account Insights isn’t just for the sales team. It can also be used by customer success teams. This is an accessible update—it is available for all Terminus membership plans through the account hub.
It’s very common for sakes to work with so much data and so many solutions to manage that data that it winds up becoming siloed and an island by itself. Since marketing and sales are on the same team—and want to achieve the same goal—marketing can just use Account Insights from Terminus. Problem solved.
Account Insights provides an account view from one screen—that is, there is absolutely no scrolling required. With Account insights, it’s easy to adjust sales initiatives based on account activity. Whether that’s turning up the heat or laying an account out to cool, marketing can give sales support when and where it’s needed.
Done are the days of siloed data sources, as Account Insights allows salespeople to make quick decisions based on a very manageable data stream. It shows which account contacts are engaging with which campaign so outreach efforts can be personalized accordingly.
Using the engagement data salespeople get from their earlier personalization efforts, sales can find out the depth at which they’ve reached the buying team. Thanks to a strategic partnership with Bombora, marketers and salespeople can also get intent data, which appears next to engagement data on that single screen.
Using intent data and Account Insights, marketers and salespeople can further personalize outreach based on the specific solutions they’re looking for.
And Account Insights is available for your entire CRM.
Now when marketing notices activity on a competitor’s account from an account they’re interested in, salespeople can swoop in and scoop up that account. They can further build retention strategies off of the data they receive from Account Insights.
Marketing and sales working together has always been the backbone of ABM.
Original article from Terminus on 17 June 2019.
