How to Build a Prospect Insight Report Your Entire Team Can Use for ABM and Sales Engagement
OCTOBER 3, 2017
An account-based approach to sales requires that the message, positioning, and all engagement activity have a shared understanding of what’s in the customer decision-makers’ minds. Profile reports often include multiple members of the decision-maker ecosystem. Org charts should include down to the VP or Director levels if possible – as they may be key decision makers or influencers. The Last Mile Effort of Pre-Sales Customer Analysis.