Thought leaders with marketing and sales acuity who have witnessed the positive evolution of sales systems readily agree that B2B Companies where appropriate use of Ideal Customer Profile (ICP) techniques is enshrined in company policy perform better in difficult and highly competitive markets....

Critical challenges that confront B2B companies in their efforts to obtain and retain Large Enterprise Accounts and rapidly increase ROI are remarkably alleviated by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic...