E-book: How to Close Deals Faster with Effective Account Mapping
Read how to navigate today’s complex sale with account maps.
Webinar: The Key to Solving the Top 8 Sales Challenges
Learn how account maps are helping sales leaders solve the top 8 challenges in the sales world today.
Once a deal has been qualified, we try to outline the political landscape of a company. We're looking for who's my champ, who are my influencers, who are my people that are problems that we need to overcome. So we'll make an org chart, and based on that, there's kind of a coding of who each person represents, because we target field operations, marketing, and then obviously the sales leadership area.Sean Sampson, Global Sales Enablement at InsideSales.com