Ultimate Guide to Account Research - Dan Gridin

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Every place a page here uses this source, in the order the words come in it.

1. Today I’ll dig more in organizing the research process. “And yes, I totally get that it’s an extremely unsexy topic, but the ability to efficiently extract account intel and use it for building and engaging and relevant value hypothesis is a crucial skill for the enterprise seller.” Let’s go!

   In Account-based personalization

2. What to look for “Top priorities inside the account” “Star Products” that are getting major investments

   In Account research checklist

3. The framework consists of five steps: “Step 1. Grasp the big picture of what’s going on in the account's industry” You need to feel the zeitgeist: what are the major market shifts, what the leaders are doing etc. Then understand how your target account is coping with those changes.

   In Account research timeboxing

4. Step 1. Grasp the big picture of what’s going on in the account's industry “You need to feel the zeitgeist: what are the major market shifts, what the leaders are doing etc. Then understand how your target account is coping with those changes.” What to look for

   In Account research timeboxing

5. What to look for “What’s going on in the industry (trends, lay-offs, growth, stagnation, geopolitical stuff, etc.)” How the client’s business works (product line, target industries etc)

   In Company and industry research

6. Step 1. Grasp the big picture of what’s going on in the account's industry “You need to feel the zeitgeist: what are the major market shifts, what the leaders are doing etc. Then understand how your target account is coping with those changes.” What to look for

   In Company and industry research

7. What’s going on in the industry (trends, lay-offs, growth, stagnation, geopolitical stuff, etc.) “How the client’s business works (product line, target industries etc)” Where to look

   In Company and industry research

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