Enterprise Sales Account Planning & Research

75% of sellers fail at demonstrating true knowledge of their prospect's business. Learn what the top 25% of sellers do right.

In this video, Dr. Stephen Timme and Gordon Galzerano will teach you the secrets of how advanced-level sellers conduct account research and planning and use it to align their solutions with a prospect’s business performance goals.

Our research shows that vendors who can show a significant impact on a customer’s business goals get a 31% higher share of wallet than other vendors.

Click here to watch the full discussion.

Click here to download our Customer-Focused Account Planning Guide.

Share this with your network

Watch the Full Episode

You may also like

Stop Selling Tech

Stop Selling Technology, Start Solving Customer Problems

With buying groups further along in the buying journey, and the number of stakeholders continuing to expand, it's more important than ever to show how your solutions solve your customers’ problems.

Finance for Enterprise Sellers

Finance for Enterprise Sellers

Most sellers avoid discussing a customer's financial performance. Our research shows only 23% believe they understand it well. Learn how advanced sellers use financial information to demonstrate account knowledge and drive buyer engagement.