Sharpen client experience
Increase differentiation and improve the client 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 to sharpen client experience.
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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.
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What’s inside the Value of Thought Leadership 2025 report?
Early insights from our Value of Thought Leadership 2025 reveal what B2B buyers need from providers and how you can rise above the competition with insightful, client-centric strategies.
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What sets ABM leaders apart from the rest?
We surveyed over 300 B2B marketers to discover the benefits, barriers, and best practices of Account-Based Marketing.
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Spotlight Series: Driving a client-centric B2B content strategy
In the first episode of our new Spotlight Series, Tony Coppola, Executive Director of Content Services, shares his insights on the evolving role of B2B content in shaping a truly client-centric marketing strategy.