In North America, Vainu has been partnering with some of the largest institutions in the commercial banking, insurance, and telecom sectors to solve the challenging task of predicting customer retention, or churn, in their extensive client bases.
Growth or revenue creation can be fueled by two mediums: selling to a new customer or selling to an existing customer. We’ve written about using data and analytics when prospecting and selling to new customers, but how does it translate when selling to existing customers?
Upselling to customers has traditionally had an unpalatable nuance to it. The sole objective has been to get the customer to buy more. I can’t help but think of that car salesman who’s aggressively overselling that 4-door executive saloon, packaged in full options, when your only need is to get from place a to b. Knowing your customer in and out is what separates a pleasant buying experience from an unpleasant one.
You can find a lot of information in a company’s website’s source code, for example you can see what marketing automation or account-based marketing software the company uses. Sales intelligence tools like Vainu gives you access to this information from open data in a quick, easy way – meaning you don’t have to scan any source code manually.
One way to expand your business is to approach a new industry segment. As you do, the number of possible companies to contact is very high. Company data can help you make smart priorities when deciding what companies to process first.