Close more deals, faster.
Gain new insight into which accounts are ready to buy and what they’re searching for with Account Profiling
Account Profiling provides insight into which customers and prospects are ‘in-market’ so your team can target the right account at the right time.
Combining powerful enterprise-level intent data with your subscriber’s campaign and sales history, we are able to provide a calculated score that indicates the likelihood of an account to make a purchase.
*Currently only available to partners on premium programs.
Save time & money
Become more efficient in your time allocation, and effective in your messaging, to help accelerate the decision-making process.
Have more informed conversations
See which topics your accounts are researching and engaging with for more informed conversations.
Know when to engage your accounts
See the sales-readiness of matched accounts so you can engage at the right time.
The buying committee is expanding
Sales teams can no longer engage with just one decision maker but must engage with a group of buyers to complete a sale.
For a complex B2B solution, this can involve an average of 7 decision makers‚ each armed with four or five pieces of information they’ve gathered independently.
We do all the hard work
We match your subscriber’s engagement and sales history with their anonymous browse and search data to provide an account score indicating the likelihood they will make a purchase.
How it works
Login to Insights Hub
Your Extu representative will trigger an invite to you and your sales reps to login to Insights Hub.
When you receive the invite, simply login with your LinkedIn or Google credentials.
Alternatively, you can login with an email and password. Make sure to verify your email address once if you choose this option.
This service is currently only available for premium programs.
View and sort results
Select ‘Account Profiling’ then ‘Results’ on the left navigation bar to see a prioritized list of your accounts with the most timely opportunities at the top.
The higher the score, the higher the likelihood that your team will be able to transact a sale with the company.
You can also filter for a specific domain using the search function, or select certain Intent Category Topics. Flag important accounts by marking them as favorites.
Follow the recommended actions
The recommended actions have been determined based on the timeliness and importance of the opportunity.
BANT leads are the most time-sensitive and should be actioned immediately.
Intent Signals should be next to action as this indicates that your account is likely to be ‘in-market’.
See our Account Profiling Overview for more details.
Review the details
We recommend that you spend some time reviewing the account details to see if there is a trend in engagement topics.
Each account shows a summary of the top 5:
- Intent signals
- Matched subscriber & their most recent leads
- Matched subscribers & their most recent campaign engagement
- Most recent sales reported
Click into each category tab to view the full details.
Pro Tip: Remember not to directly call out the intent signals on your calls with customers, only leads. See our Intent Follow Up Guide.
Frequently Asked Questions
What’s the difference between a lead score and an account score?
How are account scores ranked?
Account Scores combine campaign engagements, recent leads, sales history, and intent signals to inform it’s domain level score.
How does this service protect user privacy?
Is there a cost to use this service?
Should I follow up on accounts with scores less than 50?
See our Account Profiling Overview for recommended next best actions.
What is intent data?
Intent data can be anonymous, meaning there’s no name associated with the record, or it can be known, meaning the individual has filled out a form and has provided their name and contact information.
How are Intent Signals collected?
See our Intent Signals Overview for more details.
Am I eligible for Account Profiling?
Partners eligible for this service will receive an invite from their Extu rep to join. Participation to use this service is determined and funded by your sponsor.
Partners selected to use this service typically have shown high program engagement and regularly share closed sales.
If you are interested in learning more about the service and if you qualify, please contact your Extu representative via the form below.