Approaching a new Lead with a call or email introducing them to a product or service that they have already been engaged with via someone else at their company does not leave a good impression. For this reason, it makes more sense to look at an Account as a whole and make sure to review the communications that have transpired with other Leads or Contacts at the same Account. Many companies are now employing Account Based Marketing (ABM) so that their Sales and Marketing teams can be better aligned, focus on target Accounts and intelligently drive revenue. It is imperative to be able to see critical Lead information on the Account record.
As a sales representative or manager, you need to know which products have or have not been purchased for each of your Accounts, so that you can have the most effective conversation and updated account plan available.
This information can also be useful for your Marketing department to program Marketing Automation processes or to be used in your Account Based Marketing(ABM) implementation.