Because of the high risks associated with enterprise purchases, executives seek the opinions of their most trusted peers. Trust is paramount. Word of mouth is the number one influence on executive decision-making. 50% of executives report that they are highly likely to buy a product based on a peer recommendation (Keller Fay, 2007).
To build trust, you need to access executives through trusted channels and leverage peer influence. FAS.research's KAM Solution helps you do that and more. It provides a complete picture of executives' social environment enabling you to effectively mobilize your CEO, KAMs and client champions to gain access, build trust and win critical sales. Our solution also helps you to see how your clients are connected and influence each other so you can build sales momentum in entire verticals.
FAS.research uses proprietary algorithms to identify high probability conversions that are also less likely to churn once sold. By focusing resources on these opportunities, you can reduce your acquisition costs and churn rate simultaneously, increase sales momentum, shorten your sales cycle, increase close rates and improve client satisfaction.
KAM application examples:
Developed a key account acquisition and retention strategy for a large mobile phone carrier in a highly competitive Central European market
Helped a global asset management firm serving high net worth individuals develop a plan to acquire new clients
Helped a global NGO to develop a major donor strategy for a critical end of year fund drive