Strategic Sales Forecast Spreadsheet Template - Free Download | Page 12
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Relevant Industry Insights Or Initiatives
Is there any industry research from Gartner, Forrester, IDC, etc., that would interest your customer
What industry or initiatives are relevant to this
account (industry, technology, application,
service, etc.)
How is it applicable Who in the account would
care about it
Relationships
Who are the key Decision Makers (DECM), Recommenders (RECM), Influencers (INFL), and
Champions (CHMP) in the account
Customer Contact
Name
Role – DECM, RECM,
INFL, CHMPO
Friend or Foe
Weight in Decision
Process (1-10)
source: avention.com
