t Based t elopmen T v oun c c art 8 A f P The WHAoSales De What you’re researching For a Tier 1 account (with the most intensive research), research will almost always include: Market dynamics Strategy Door openers Size, growth, maturity, disruption, Business model, priorities, strategic University ties, home towns, sports teams, competitors… initiatives, successes, failures, whitespaces… interests, conference attendance… Company Connections The account insight profile must be a living Revenue, profitability, growth, market Any links from your company into theirs: past document, regularly updated with new share, stock performance, outlook, employment, association memberships… information. The entire team should be acquisitions, history… alerted to important updates to any of the History above categories. People Complete view of your prior interactions Leadership, buying teams, stability, with the account (emails, meetings, deals)… Again, the research intensity will depend on culture, values, tenures in key roles, the account tier. Research is time-intensive, attitudes, preferences, biases… Technology so instill a discipline about getting a return Competitive solutions, complementary on that investment. Relationships solutions, collaborative solutions, etc. Organizational structure, reporting, power centers, buying teams… 54