Marketing and sales form the beating heart for the AMB strategy that you are going to set up. Marketing urgently needs that information to Spain Phone Number create good content and distribute it to the right people. Sales needs that in turn to warm up leads. A lead who knows well what you have to offer comes to the table better prepared. And that makes sales happy again. And then it gets fun! 2. Analyze your current customer base and determine the target audience You can find out what currently valuable customers are by performing an RFM (Recency – Frequency – Monetary) analysis.
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This will analyze: When customers last made a purchase How often they make purchases How much turnover they have generated for the organization This gives a good insight into the type of customer that you are currently achieving success with in the form of revenue value. You can create various Spain Phone Number customer segments in your customer database. This way you have customers who buy often and a lot from you, but you can also identify potential champions or sleeping champions. Of course you want to focus on the champions – the customers Spain Phone Number who have bought recently, are buying more often and also spend a lot.
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Identify valuable customers There are also opportunities with promising customers or customers who need attention to buy again. By performing this analysis, you gain insight into Spain Phone Number where the potential and value lie for your company. Apart from account based marketing, this analysis is of course very interesting to perform. A follow-up could be that you focus your ABM strategy on your existing customer base because there is a lot of potential there. And by identifying your most valuable customers, you can also look for more of these types of customers. When you have identified your most valuable customers, it is good to know why that customer is a customer with you.