As B2B salesman, surely that you deal with human. But human in organization is slightly different with human as individual. Decision making is more complex within organization compare to human as individual. That’s why you need equip with the right tools. I think account management in some cases same as a journey, if you go to any place that you never go; you need right map as guidance. In this article, I try to explain how to make a right map in an account.
