This play aims to benefit from the identifiable attributes of your best customers. The goal here is to focus your upsell efforts on the accounts that are most likely to grow quickly.
Run an analysis to identify common attributes about high spend accounts or accounts that are growing their spend rapidly. Then use those attributes to identify lookalike accounts (i.e., the same size or technology profile) that are currently low-spend customers. Alternatively, you can use ZoomInfo’s list import and lookalikes features to streamline the analysis and identification of common attributes and lookalikes.
- Low-spend accounts with attributes similar to the high-spend account list.
- Initiate an email sequence to the lookalike accounts.