{"id":20493,"date":"2021-03-03T13:39:25","date_gmt":"2021-03-03T12:39:25","guid":{"rendered":"https:\/\/smartprofile.io\/?p=20493"},"modified":"2021-03-04T14:17:39","modified_gmt":"2021-03-04T13:17:39","slug":"aan-de-slag-met-key-account-indicatoren","status":"publish","type":"post","link":"https:\/\/smartprofile.io\/nl\/blog-nl\/aan-de-slag-met-key-account-indicatoren\/","title":{"rendered":"Aan de slag met Key Account Indicatoren"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7by1i-78195e499ac29f757d2cec5053d5fce9\">\n#top .hr.hr-invisible.av-klt7by1i-78195e499ac29f757d2cec5053d5fce9{\nheight:60px;\n}\n<\/style>\n<div  class='hr av-klt7by1i-78195e499ac29f757d2cec5053d5fce9 hr-invisible  avia-builder-el-0  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<section  class='av_textblock_section av-klt7bp5x-5908dad50db1cb8148906f309007d41a '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h1>Aan de slag met Key Account Indicatoren<\/h1>\n<\/div><\/section>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08\">\n#top .hr.hr-invisible.av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08{\nheight:20px;\n}\n<\/style>\n<div  class='hr av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08 hr-invisible  avia-builder-el-2  el_after_av_textblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<section  class='av_textblock_section av-klt7cov5-f01b38a4a4ed082443f95079c8a43454 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em>In mijn <a href=\"https:\/\/smartprofile.io\/nl\/blog-nl\/de-perfecte-klant-samen-stellen\/\">vorige blog<\/a> heb ik uitgebreid stilgestaan bij de term: Key Account Indicatoren (KAI).\u00a0 Wat zijn ze en waarom je ze vooral moet gebruiken. In dit blog wil ik graag laten zien hoe wij als Smarties (Smart Profile-medewerkers) met KAI aan de slag gaan \u00e9n hoe jij dit ook kan.<\/em><\/p>\n<\/div><\/section>\n<section  class='av_textblock_section av-klt7d5o1-bde1a7d5815ab6dc06e76df26c269d89 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong>Laten we beginnen.<\/strong><\/p>\n<p>Stel: ik wil een nieuw product onder de aandacht brengen. Dit product is een Alert Dashboard (deze gaat live in april) in de ICT-sector. Hoe bepaal ik het beste een doelgroep voor dit nieuwe product? Dit gaan we aan de hand van de indicatoren doen.<\/p>\n<\/div><\/section>\n<div class='flex_column_table av-2q1zhhp-1541061d994cffe5a661702116f86de0 sc-av_three_fifth av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-2q1zhhp-1541061d994cffe5a661702116f86de0\">\n.flex_column.av-2q1zhhp-1541061d994cffe5a661702116f86de0{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-2q1zhhp-1541061d994cffe5a661702116f86de0 av_three_fifth  avia-builder-el-5  el_after_av_textblock  el_before_av_two_fifth  first flex_column_table_cell av-equal-height-column av-align-middle av-zero-column-padding  column-top-margin'     ><section  class='av_textblock_section av-klt7d5o1-bde1a7d5815ab6dc06e76df26c269d89 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h3><strong>1. KAI defini\u00ebren<\/strong><\/h3>\n<\/div><\/section><br \/>\n<section  class='av_textblock_section av-klt7d5o1-bde1a7d5815ab6dc06e76df26c269d89 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Wat zijn de aspecten waar een relevant account voor ons aan moet voldoen? Als Smart Profile zijn we al langer in de ICT-markt actief, maar het blijft toch goed om even kritisch naar de KAI te kijken. Zo heb ik een afspraak met Sales &amp; Products en Services gemaakt om de KAI voor dit product te bespreken.<\/p>\n<p>Daar kwam het volgende uit, namelijk accounts die:<\/p>\n<ul>\n<li>Opereren in de Benelux<\/li>\n<li>Met focus op B2B<\/li>\n<li>Actief in de ICT- sector<\/li>\n<li>Met lokale aanwezigheid van Sales, Marketing en\/of Business Development<\/li>\n<li>Sterke concurrentie op hun product\/dienst aanbod ervaren<\/li>\n<li>Een lokaal commercieel team van minimaal 3 personen hebben<\/li>\n<li>Op zoek zijn naar inzicht in de KAI van de potenti\u00eble klant (KAIception)<\/li>\n<\/ul>\n<p>Nu we de KAI gedefinieerd hebben is het zaak om te kijken welke bedrijven binnen deze indicatoren vallen. Zo gebruik ik onze eigen database, de MarketBase aangevuld met de inzichten uit ons CRM-systeem om de relevante doelgroep te bepalen. Daaruit kom ik tot mijn relevante doelgroep met accounts en beslissers. Dit zijn ongeveer 2200 beslissers.<\/p>\n<\/div><\/section><\/p><\/div><div class='av-flex-placeholder'><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1wm5rjh-57f5225d8a748c0eb4294a691620eed0\">\n.flex_column.av-1wm5rjh-57f5225d8a748c0eb4294a691620eed0{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-1wm5rjh-57f5225d8a748c0eb4294a691620eed0 av_two_fifth  avia-builder-el-8  el_after_av_three_fifth  el_before_av_section  avia-builder-el-last  flex_column_table_cell av-equal-height-column av-align-middle av-zero-column-padding  column-top-margin'     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1s5j0j1-9a4b65d52cf9c3b1721efb169572ffdc\">\n.avia-image-container.av-1s5j0j1-9a4b65d52cf9c3b1721efb169572ffdc img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-1s5j0j1-9a4b65d52cf9c3b1721efb169572ffdc .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-1s5j0j1-9a4b65d52cf9c3b1721efb169572ffdc av-styling- avia-align-center  avia-builder-el-9  avia-builder-el-no-sibling '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-20560 avia-img-lazy-loading-not-20560 avia_image ' src=\"https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/KAI-marketing-1-846x1030.jpg\" alt='' title='KAI - marketing (1)'  height=\"1030\" width=\"846\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/KAI-marketing-1-846x1030.jpg 846w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/KAI-marketing-1-246x300.jpg 246w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/KAI-marketing-1-768x935.jpg 768w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/KAI-marketing-1-1261x1536.jpg 1261w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/KAI-marketing-1-1232x1500.jpg 1232w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/KAI-marketing-1-579x705.jpg 579w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/KAI-marketing-1.jpg 1392w\" sizes=\"(max-width: 846px) 100vw, 846px\" \/><\/div><\/div><\/div><\/div><\/div><!--close column table wrapper. Autoclose: 1 --><\/p>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kltbda19-e14a9d591842631b30021a5f8591ad52\">\n.avia-section.av-kltbda19-e14a9d591842631b30021a5f8591ad52{\nbackground-color:#eaeaea;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-kltbda19-e14a9d591842631b30021a5f8591ad52 main_color avia-section-default avia-no-border-styling  avia-builder-el-10  el_after_av_two_fifth  el_before_av_hr  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-20493'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7by1i-afee56fd42f570e2dcb30b49d70b7e57\">\n#top .hr.hr-invisible.av-klt7by1i-afee56fd42f570e2dcb30b49d70b7e57{\nheight:40px;\n}\n<\/style>\n<div  class='hr av-klt7by1i-afee56fd42f570e2dcb30b49d70b7e57 hr-invisible  avia-builder-el-11  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7d5o1-f8e3ac73c6e7e000c43a66358ea73dfd\">\n#top .av_textblock_section.av-klt7d5o1-f8e3ac73c6e7e000c43a66358ea73dfd .avia_textblock{\ncolor:#00bab7;\n}\n<\/style>\n<section  class='av_textblock_section av-klt7d5o1-f8e3ac73c6e7e000c43a66358ea73dfd '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><h3><strong>2. KAI analyseren<\/strong><\/h3>\n<h3><\/h3>\n<\/div><\/section>\n<section  class='av_textblock_section av-klt7d5o1-bde1a7d5815ab6dc06e76df26c269d89 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Nu we de bedrijven met contactpersonen hebben kunnen we aan de slag. Aangezien het een vrij grote groep is, kies ik ervoor om deze groep een e-mail te sturen over dit nieuwe product. Bij het merendeel hebben we namelijk een e-mailadres beschikbaar. Vervolgens kunnen we vanuit de reacties op de mailing bepalen welke partijen prioriteit hebben om opgevolgd te worden.<\/p>\n<p>Wel kies ik ervoor om mijn KAI nog verder uit te kristalliseren. Zo maak ik drie verschillende mails met elk een andere insteek. Een voor Marketing, een voor Sales en een voor Business Development. De toegevoegde waarde van dit nieuwe product is voor elke rol namelijk toch iets anders. Als call-to-action kies ik ervoor om de ontvanger te leiden naar een pagina met meer informatie, waarop ze deze ook kunnen downloaden.<\/p>\n<\/div><\/section>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08\">\n#top .hr.hr-invisible.av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08{\nheight:20px;\n}\n<\/style>\n<div  class='hr av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08 hr-invisible  avia-builder-el-14  el_after_av_textblock  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='after_section_1'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-20493'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7by1i-a76a53bc0df8c9d81c32936e6005550e\">\n#top .hr.hr-invisible.av-klt7by1i-a76a53bc0df8c9d81c32936e6005550e{\nheight:10px;\n}\n<\/style>\n<div  class='hr av-klt7by1i-a76a53bc0df8c9d81c32936e6005550e hr-invisible  avia-builder-el-15  el_after_av_section  el_before_av_one_third  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<div class='flex_column_table av-18rzk6l-dda33e94bb2243d262adfb508f2216fe sc-av_one_third av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-18rzk6l-dda33e94bb2243d262adfb508f2216fe\">\n.flex_column.av-18rzk6l-dda33e94bb2243d262adfb508f2216fe{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-18rzk6l-dda33e94bb2243d262adfb508f2216fe av_one_third  avia-builder-el-16  el_after_av_hr  el_before_av_two_third  first flex_column_table_cell av-equal-height-column av-align-middle av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kltbitrx-bbd6475ae70c9bc52be6c6908b8118b4\">\n.avia-image-container.av-kltbitrx-bbd6475ae70c9bc52be6c6908b8118b4 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-kltbitrx-bbd6475ae70c9bc52be6c6908b8118b4 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-kltbitrx-bbd6475ae70c9bc52be6c6908b8118b4 av-styling- avia-align-center  avia-builder-el-17  avia-builder-el-no-sibling '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-20506 avia-img-lazy-loading-not-20506 avia_image ' src=\"https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/Alerts-mail.png\" alt='' title='Alerts mail'  height=\"942\" width=\"805\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/Alerts-mail.png 805w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/Alerts-mail-256x300.png 256w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/Alerts-mail-768x899.png 768w, https:\/\/smartprofile.io\/wp-content\/uploads\/2021\/03\/Alerts-mail-602x705.png 602w\" sizes=\"(max-width: 805px) 100vw, 805px\" \/><\/div><\/div><\/div><\/div>\n<div class='av-flex-placeholder'><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-v4g359-6a59a0161a50e8955c52e9acf6c7597a\">\n.flex_column.av-v4g359-6a59a0161a50e8955c52e9acf6c7597a{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-v4g359-6a59a0161a50e8955c52e9acf6c7597a av_two_third  avia-builder-el-18  el_after_av_one_third  el_before_av_hr  flex_column_table_cell av-equal-height-column av-align-middle av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7d5o1-ed1bb23a5092fd499b04b055d1131d9f\">\n#top .av_textblock_section.av-klt7d5o1-ed1bb23a5092fd499b04b055d1131d9f .avia_textblock{\ncolor:#ff7474;\n}\n<\/style>\n<section  class='av_textblock_section av-klt7d5o1-ed1bb23a5092fd499b04b055d1131d9f '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><h3><strong>3. KAI activeren<\/strong><\/h3>\n<\/div><\/section><br \/>\n<section  class='av_textblock_section av-klt7d5o1-bde1a7d5815ab6dc06e76df26c269d89 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Wanneer mijn mails en de doelgroepen klaar staan kunnen deze e-mails verstuurd worden. Alle downloads krijgen de hoogste prioriteit en worden als eerste gebeld, daarna volgen de clicks. Bij concrete interesse wordt dit verder doorgezet naar Sales. En voila!<\/p>\n<p>Daarnaast kan het ook zeker zijn dat je gaandeweg of in terugkoppeling tot inzichten komt waardoor je je KAI iets wil bijschaven.<\/p>\n<\/div><\/section><br \/>\n<section  class='av_textblock_section av-klt7d5o1-bde1a7d5815ab6dc06e76df26c269d89 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Dit is een van de voorbeelden hoe ik zelf met de KAI werk. Wil je hier zelf mee aan de slag? Volg dan de onderstaande checklist.<\/p>\n<\/div><\/section><\/p><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08\">\n#top .hr.hr-invisible.av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08{\nheight:20px;\n}\n<\/style>\n<div  class='hr av-klt7by1i-20a0d8b4b0c72cf3a04e0ea4f57aaa08 hr-invisible  avia-builder-el-22  el_after_av_two_third  el_before_av_section  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kltc8gx0-223777edd41af447a96f9ac3a1e72d10\">\n.avia-section.av-kltc8gx0-223777edd41af447a96f9ac3a1e72d10{\nbackground-color:#eaeaea;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_2'  class='avia-section av-kltc8gx0-223777edd41af447a96f9ac3a1e72d10 main_color avia-section-default avia-no-border-styling  avia-builder-el-23  el_after_av_hr  avia-builder-el-last  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-20493'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-klt7by1i-afee56fd42f570e2dcb30b49d70b7e57\">\n#top .hr.hr-invisible.av-klt7by1i-afee56fd42f570e2dcb30b49d70b7e57{\nheight:40px;\n}\n<\/style>\n<div  class='hr av-klt7by1i-afee56fd42f570e2dcb30b49d70b7e57 hr-invisible  avia-builder-el-24  el_before_av_one_full  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-oy0jjh-d704b59bf2700964d41efd5ef173f106\">\n.flex_column.av-oy0jjh-d704b59bf2700964d41efd5ef173f106{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-oy0jjh-d704b59bf2700964d41efd5ef173f106 av_one_full  avia-builder-el-25  el_after_av_hr  avia-builder-el-last  first flex_column_div av-zero-column-padding  '     ><section  class='av_textblock_section av-klt7d5o1-bde1a7d5815ab6dc06e76df26c269d89 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h3><strong>Checklist KAI<\/strong><\/h3>\n<p>Wanneer je nog niet eerder met Key Account Indicatoren hebt gewerkt is het goed om eerst de KAI voor de gehele organisatie te bepalen. Slim is om dit met meerdere (commerci\u00eble) afdelingen uit je bedrijf te doen om zo nog meer inzicht te krijgen. De volgende vragen kun je jezelf stellen:<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kltbv5x8-1d8536bc0f27f134a1d53d66d4e23484\">\n#top .avia-icon-list-container.av-kltbv5x8-1d8536bc0f27f134a1d53d66d4e23484 .iconlist_icon{\ncolor:#4d00a6;\nbackground-color:#eaeaea;\nborder:1px solid #ffffff;\n}\n#top .avia-icon-list-container.av-kltbv5x8-1d8536bc0f27f134a1d53d66d4e23484 .iconlist_icon svg:first-child{\nstroke:#4d00a6;\nfill:#4d00a6;\n}\n.avia-icon-list-container.av-kltbv5x8-1d8536bc0f27f134a1d53d66d4e23484 .iconlist_content{\ncolor:#383838;\n}\n<\/style>\n<div  class='avia-icon-list-container av-kltbv5x8-1d8536bc0f27f134a1d53d66d4e23484  avia-builder-el-27  el_after_av_textblock  el_before_av_textblock '><ul class='avia-icon-list avia_animate_when_almost_visible avia-icon-list-left av-iconlist-big av-kltbv5x8-1d8536bc0f27f134a1d53d66d4e23484 avia-iconlist-animate'>\n<li><div class='iconlist_icon av-1xjogwd-2cf26a0438a218f8c893f22b3ce6f3fb avia-font-entypo-fontello avia-iconfont avia-font-entypo-fontello'><span class='av-icon-char' data-av_icon='\ue8da' data-av_iconfont='entypo-fontello' aria-hidden=\"true\"><\/span><\/div><article class=\"article-icon-entry \"  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class=\"iconlist_content_wrap\"><header class=\"entry-content-header\" aria-label=\"Icoon: 1. Maakt de grote van een account uit?\"><h4 class='av_iconlist_title iconlist_title  '  itemprop=\"headline\" >1. Maakt de grote van een account uit?<\/h4><\/header><div class='iconlist_content av_inherit_color'  itemprop=\"text\" ><ul>\n<li>Focus je je meer op het klein\/middensegment of op de grote partijen (enterprise)?<\/li>\n<li>Zit hier een minimum of maximale omzet aan vast?<\/li>\n<li>Heeft het aantal werknemers (op een specifieke afdeling) invloed op de aankoop?<\/li>\n<li>In hoeverre heeft lokale aanwezigheid invloed?<\/li>\n<\/ul>\n<\/div><\/div><footer class=\"entry-footer\"><\/footer><\/article><div class=\"iconlist-timeline\"><\/div><\/li>\n<li><div class='iconlist_icon av-6lv3zh-49e2cd5a59363f151e3775ec1c8a233c avia-font-entypo-fontello avia-iconfont avia-font-entypo-fontello'><span class='av-icon-char' data-av_icon='\ue8d2' data-av_iconfont='entypo-fontello' aria-hidden=\"true\"><\/span><\/div><article class=\"article-icon-entry \"  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class=\"iconlist_content_wrap\"><header class=\"entry-content-header\" aria-label=\"Icoon: 2. Welke sector of sectoren maken gebruik van jullie producten of diensten?\"><h4 class='av_iconlist_title iconlist_title  '  itemprop=\"headline\" >2. Welke sector of sectoren maken gebruik van jullie producten of diensten?<\/h4><\/header><div class='iconlist_content av_inherit_color'  itemprop=\"text\" ><ul>\n<li>Denk ook aan waarom het interessant is voor deze sectoren om jullie product of dienst af te nemen. Welk probleem van de klant lossen jullie op?<\/li>\n<li>Welke specifieke eigenschappen kan het bedrijf hebben waardoor jij het wint van je concurrent?<\/li>\n<\/ul>\n<\/div><\/div><footer class=\"entry-footer\"><\/footer><\/article><div class=\"iconlist-timeline\"><\/div><\/li>\n<li><div class='iconlist_icon av-z8gg4t-0e00eaf68b83c4d39d5c3a07d9d24983 avia-font-entypo-fontello avia-iconfont avia-font-entypo-fontello'><span class='av-icon-char' data-av_icon='\ue80a' data-av_iconfont='entypo-fontello' aria-hidden=\"true\"><\/span><\/div><article class=\"article-icon-entry \"  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class=\"iconlist_content_wrap\"><header class=\"entry-content-header\" aria-label=\"Icoon: 3. Wie beslist er binnen een organisatie of jouw product of dienst wordt aangekocht?\"><h4 class='av_iconlist_title iconlist_title  '  itemprop=\"headline\" >3. Wie beslist er binnen een organisatie of jouw product of dienst wordt aangekocht?<\/h4><\/header><div class='iconlist_content av_inherit_color'  itemprop=\"text\" ><ul>\n<li>Zijn de beslissers dezelfde personen die gebruik maken van jouw product of dienst? (Mocht dit niet het geval zijn dan is het goed om op deze partij ook actie te ondernemen aangezien het belangrijke influencers zijn)<\/li>\n<li>Kunnen dit meerdere functies zijn?<\/li>\n<\/ul>\n<\/div><\/div><footer class=\"entry-footer\"><\/footer><\/article><div class=\"iconlist-timeline\"><\/div><\/li>\n<li><div class='iconlist_icon av-o6g68d-b0bc2998c43c4459fb1c8f678818b736 avia-font-entypo-fontello avia-iconfont avia-font-entypo-fontello'><span class='av-icon-char' data-av_icon='\ue83e' data-av_iconfont='entypo-fontello' aria-hidden=\"true\"><\/span><\/div><article class=\"article-icon-entry \"  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class=\"iconlist_content_wrap\"><header class=\"entry-content-header\" aria-label=\"Icoon: 4. Is er urgentie vanuit het bedrijf?\"><h4 class='av_iconlist_title iconlist_title  '  itemprop=\"headline\" >4. Is er urgentie vanuit het bedrijf?<\/h4><\/header><div class='iconlist_content av_inherit_color'  itemprop=\"text\" ><ul>\n<li>Welke veranderingen in een bedrijf zijn belangrijk voor jouw diensten? Bijv. een groei van aantal werknemers of een specifieke afdeling, een verouderd systeem of een promotie. Denk hier goed over na want dit kunnen perfecte triggers zijn om met een partij in gesprek te komen.<\/li>\n<\/ul>\n<\/div><\/div><footer class=\"entry-footer\"><\/footer><\/article><div class=\"iconlist-timeline\"><\/div><\/li>\n<\/ul><\/div><br \/>\n<section  class='av_textblock_section av-klt7d5o1-bde1a7d5815ab6dc06e76df26c269d89 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p style=\"text-align: center;\">Voeg deze punten samen en je hebt je KAI-vertrekpunt, succes!<\/p>\n<p style=\"text-align: center;\">Mocht je hier hulp bij kunnen gebruiken dan help ik je graag.<\/p>\n<\/div><\/section><\/p><\/div>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='after_section_2'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-20493'><div class='entry-content-wrapper clearfix'>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":29,"featured_media":20565,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[],"class_list":["post-20493","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-nl"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - 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