Guides
Plain answers to how reps prioritize and research their accounts.
How to prioritize named accounts
A working method for deciding which of your named accounts to call first, built on what is happening at the account right now instead of a static tier list.
Account prioritization for SDRs
How an SDR handed 200 accounts decides which 20 to work this week, and how to get up to speed fast on an account you did not pick.
How to use buying signals to rank your account list
The buying signals that predict a sales conversation, how to score them against your own product, and why the same signal is strong for one rep and weak for another.
How to research an enterprise account before a first meeting
What to learn about an enterprise account before a first meeting, where to find it, and how to turn it into a point of view the buyer has not heard from every other rep.