Improve win rates and deal sizes
Increase differentiation and improve the buying experience.
Ideal for:
It is widely known that buyers conduct extensive research before reaching out to potential providers. The challenge now is that enterprises, equipped with powerful tools like generative AI, are researching and short-listing more potential providers than ever before.
Adding to the complexity, the buying journey is no longer a linear progression. In fact, three in four buyers admit to identifying their preferred candidate before even reaching the shortlisting stage. This shift underscores the importance of maintaining strong, always-on brand visibility.
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possible providers researched in 2018
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possible providers researched in 2024
Five steps to better pipeline performance
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1Diagnostic
Assess factors behind wins and losses and analyze drivers of provider choice.
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2Strategy
Map buying journey and develop targeted plays to increase win rates and grow deal sizes.
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3Enablement
Develop proactive interventions for improved pipeline quality and opportunity progression.
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4Execution
Drive targeted pursuits to accelerate buying processes and increase team effectiveness.
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5Value realization
Evaluate improvements and effectiveness across pipeline velocity performance.
Win with a consistent and comprehensive approach
Our Account Development Process helps identify your strengths and weaknesses across the account engagement journey – so you can make the improvements needed to accelerate client growth.
![Account development process](https://momentumitsma.com/uploads/Solutions/Improve/account-development-process.png)
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