Businesses need to know the right companies and people with whom they should develop relationships. Yet individuals are moving on and businesses folding all the time.
Multiple stakeholders are involved in the decision-making process, further complicating matters. And the target market can quite limited, with only a couple dozen companies to aim at.
You have to be smart to understand where to focus your efforts, and that’s where we can help.
Our account-based marketing service works very well for the utilities market. Through detailed market research into the needs of the main stakeholders, plus thorough competitor analysis to shape our customer’s unique value propositions, we can create a sales acceleration strategy and plan that will generate leads and build a sales pipeline.
Through creating multiple personas, we identify the pain points of each stakeholder, and then tailor the messages we use to have the most impact. We shape our approach around individual needs, whether these involve streamlining procurement, optimising contract management or delivering on net zero commitments.
For one customer, we developed 17 different stakeholder personas across 23 target accounts. We secured appointments with 10; 43% of the achievable market. For another campaign, we generated 16 opportunities in 30 days, even though this was a completely new market for the company.
This is just one example of how we can help. From appointments to webinars, we can support customers plot a successful course in the utilities market. Contact us to see how we can help.
