It’s important for sales, marketing and service personnel to be able to quickly see their way around a customer’s organization. Management need to ensure sales people know and understand their customers. The Account Chart is ideal for strategic account planning.
When sales people have relationships with key decision makers, they sell more and discount less. Management need to be sure those sales opportunities are correctly qualified to confidently forecast, and provide coaching when they’re not.
People are ten times more likely to accept a meeting if you are recommended by someone they know. Often, we have indirect connections with people, but just don’t know it. Now you can see who knows who and how to get there. And marketing can target who they invite to events, to combine happy customers and new prospects who may know each other.