You know exactly who your target accounts are? Great. But what do you really know about them? Sales cycles can be long and tedious. In order to close the deal it’s best to map all interactions and dynamics within the accounts.
- Who are the decision-makers, the buyers, the gatekeepers, the initiators, the users, the influencers? How do the hierarchies look like?
- How long are the buying cycles and what are your client’s budgets?
- Do you know the existing systems and processes? What about compliance and solution compatibility?
Map your account step by step in order to tackle all objections and get the largest deals done.