Blog
Methods you can use on your next account, with or without Repclose.
-
How to research a technical account before you call
A four-step method for researching an account that sells to engineers: check fit, find people, find why now, and write a one-page brief with dated sources.
-
Which technical buying signals matter, and which mislead
Sort buying signals into timing, fit and blockers. See which change who you call and what you say, how to read a signal's age, and when to skip an account.
-
What trustworthy account intelligence looks like
One wrong detail costs more than no research. A five-point checklist for judging any account research, with a one-minute test for each point.
-
Turn research into a meeting brief
Turn account research into a one-page meeting brief: who will be in the room, what changed, what to ask and what to bring, with dated sources.