The Latest ( Relationship Mapping )

Relationship Mapping

How Relationship Mapping Can Drive GTM and Growth Strategy

Relationship Mapping is often thought of as a sales-driven activity. You put the key decision-makers you’re going to engage into a slide deck or a spreadsheet and consider that the end of your mapping. This “map” rarely comes back to mind. You often leave that effort, data, and knowledge at the bottom of your Google…

Relationship Mapping

Top Lessons Sales Reps Can’t Ignore [Feat. JB Sales Webinar Clips!]

Sales professionals need two things: easy-to-use sales tools and the knowledge and experience to succeed at their job, no matter what surprises an account throws their way. Tools you can buy, but experience and fast thinking on your feet is something that comes with time – and sometimes that means learning the hard way. If…

Relationship Mapping

How Characters from The Office Can Help You Identify These 4 Types of Sales Prospects

Every company you sell into is full of different types of sales prospects. Some are going to be ready and willing to talk. Some are going to be the exact opposite. And some are the ones who can open closed doors to decision-makers – and deals. Want to move through an account faster and more…

Relationship Mapping

5 Reasons You Should Be Relationship Mapping

Imagine you’re a spy – say, James Bond – and you’re tasked with finding Goldfinger, who has once again seized control of the world’s gold supply because, well, it’s in his name.  How would you do it? The apex, or most thrilling scene at the end of a spy movie is built upon dozens of…

Account Planning

5 Ways Top B2B Sales Teams Identify Decision Makers Inside Key Accounts Using Salesforce

Ever hear, “It’s not about what you know – it’s who you know”?  When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision-makers or key stakeholders, the faster you’ll turn opportunities into deals. But times have changed….

Account Planning

Breaking the Ice with Customers in the Winter ‘21 Release

PROLIFIQ announces their Winter ’21 Release which includes the launch of the PROLIFIQ SUCCESS COMMUNITY, as well as updates for the suite of native Salesforce sales enablement apps.

Account Planning

White Space in Business: 4 Things You Should Know

Don’t let the thought of analyzing the white space in a business overwhelm you. Understanding these 4 things will help you face it head-on.