Best Practice Report

Six Steps to Account-Based Pipeline Acceleration

January 1st, 2018


In a defined universe of accounts, sales and marketing must determine the best way to support current opportunities or qualify new ones. Marketing can establish a shared understanding of the types of acceleration needed, then get agreement from sales on specific tactics. To align marketing and sales for maximum acceleration impact, use a structured planning process to identify needs and coordinate agreement and execution.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.