Making sure that your most important customers increase their spending with your company is a crucial revenue strategy. But are your sales teams really building effective and executable plans for growing your key accounts? Are you leaving money on the table with your best opportunities for growth? Most companies are.
This webinar features guest Mark Lindwall of Forrester.
30. Today companies are an interconnected
web of domains and processes
Processes
Integrated workflows
… comprised of many different departments
and groups – each with budgets
32. Implications for navigating agreement
networks
Altitude Levels
Role Maps
Understand buyers altitudes and desired outcomes:
• Determine what level of buyers will be involved in
decisions for your solutions.
• Identify which buyers you currently work with and what
their decision drivers or motivations are.
Inventory your account relationships:
• Analyze relationships at and within each relevant
business entity.
• Identify which buyers you currently work with and what
their decision drivers or motivations are.