Knowing an account inside and out has always been the key to success in making a sale, but the time it takes to get to that point is not only precious, but also far from minimal. In this economy more than ever, sales teams are on overdrive trying to make ends meet and hit their [...]

The CO’s that we have interviewed have consistently told us that companies should not only focus on selling directly to them (CIO title) but to definitely market and sell to other recommenders, influencers, decision makers and champions within the account. Selling deeper and wider into F1000 and G500 accounts is the biggest key to success. Here are 9 additional ideas for getting the best ROI from these giants.