HP has embarked on an ambitious account planning and mapping strategy aimed at working hand-in-hand with partners to win business together in what it has tagged as 9,000 U.S. SMB, emerging growth, ...

In the B2B world, there is a very real struggle with trying to match individuals (leads) to accounts. With buyers using multiple devices, privacy laws restricting what data can be collected and ...

It’s still quite common to run into sales leaders seeking account growth who act as though all accounts behave in essentially the same way. They may not always realize they’re acting this way, or that ...