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.