Your best account is already in your CRM. The problem is that you are talking to the
wrong three people inside it. That happens because most go-to-market systems still treat a person as the unit of
revenue. A lead comes in, gets scored, gets routed, and gets worked. Meanwhile, the
actual decision forms across six to twelve people who never fill out a form, never
appear in the same campaign, and never get connected in your data model.
This eBook covers eight modeling techniques that fix that gap. Each one uses a
different signal class to identify who matters in an account, what role they play, and
when they become active. Some require mature data infrastructure. Others start
working within a quarter.
You will get the logic behind each technique, the inputs it depends on, and the
operational failure modes that break it. The goal is a working buying group model, not a theory of one.
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