Summary
Today, business and customer intelligence (BCI) leaders and teams at tech vendors gather information about target companies and key decision-makers, and their deliverables consist of data — facts, figures, and tables of standalone information. This approach puts the burden on sales managers and reps to interpret this data, determine the implications, and find ways to build it into customer conversations. To elevate the value and usability of BCI content, Forrester created our customer conversation framework (CCF) — a model for BCI leaders and other non-sales professionals to follow to align their deliverables with sales conversations.
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