Four Ways B2B Marketers Can Generate Demand Within Existing Accounts


Foundational Refreshed: 17 January 2019 | Published: 28 September 2017 ID: G00333315

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Summary

Lead-generation-focused organizations may neglect existing accounts as a profitable revenue source. Marketing leaders can spur growth by gathering multidimensional customer intelligence, using predictive analytics, targeting with personalized content and employing account-based marketing techniques.

Table of Contents

  • Analysis
    • Step No. 1: Gather Customer Intelligence to Drive Sustainable Revenue
    • Step No. 2: Use Predictive Analytics to Identify Growth Opportunities
    • Step No. 3: Target Customer Segments and Personas With Relevant Content
    • Step No. 4: Employ Account-Based Marketing Techniques to Expand Key Accounts
  • Gartner Recommended Reading
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