To Generate Pristine Data, Lock Down Your Buying Group
InsightSquared
OCTOBER 4, 2019
Allowing every salesperson to define their buying group differently, and record it differently in the CRM, no longer works in ABM. You need someone with “ops” in their title to lock that down in the CRM because otherwise, it throws off the whole organization’s forecasts and worse—it skews your perception of who actually buys.
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