Why Account Mapping?

 In today’s highly competitive world of complex selling we often find ourselves blindsided by objections and requirements that are usually introduced in the later stages of the sales cycle resulting in an unfortunate loss. We have all been there and felt this pain.

In the confusion and whirlwind of travel, meetings, sales calls, and product demonstrations; we sometimes forget to ask these and other essential questions;

1. WHY is our customer buying anything at all?
2. WHAT product or service addresses our customer’s needs best?
3. HOW will our customer make this decision?

 Account Mapping is the process of systematically analyzing your opportunities against a proven method. It will help you identify “who” you know and “what” you know as well as help you identify the “critical information" that might be missing in your sales process.

Simply put, this tool will help you increase the probability of winning your largest deals!