“Where can my sales team find easy wins to close more deals and meet sales targets?”

The answer is in the data, or the lack of data.

B2B selling frequently requires engagement with more than one contact at a prospect organization, or via a buyer group. Is your sales team proactively identifying and engaging the buyer group in each account? How are you able to measure this in Salesforce?

With this guide, you’ll be able to:

• Identify your company’s personas using three classifications of buyer groups
• Create buyer groups in Salesforce using Contact Roles and key persona fields
• Surface buyer group coverage gaps with Salesforce reporting