Account Strategy Decision-making eBook Prioritization 
Revegy
JULY 17, 2018
A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets. Related Relationship Map and Account Planning Resources. eBook: Account Planning Template.
Hubspot Sales
JULY 1, 2019
As the number of people involved in the purchasing decision rises, so does the need for a multi-threaded, or ABS, approach. If your average sales cycle lasts three or more months, ABS makes sense. Were there any relationships that ultimately didn't impact the decision? 4) How long is our average sales cycle?
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