The first time any organization starts down the Account Based Everything path, they follow a process to success. It starts with account selection – the list of target accounts / existing customers that are most likely to deliver revenue.
Then, it’s critical to identify the right people to approach within those target accounts. And I don’t just mean an individual. In complex B2B sales cycles, deals happen by committee. The buyer is rarely one, isolated individual. Purchasing decisions at large companies can involve as many as 17 decision makers!
Read more at http://www.business2community.com/sales-management/sales-development-reps-need-ibps-01754219#cpcKZo4OhTL9Rm2g.99