HomeResearch Articles JLL: Mapping Buying Groups to Align Marketing and Sales on the Biggest Opportunities Within Strategic Accounts

JLL: Mapping Buying Groups to Align Marketing and Sales on the Biggest Opportunities Within Strategic Accounts

  • Opportunity identification is a key step in a large-account marketing program
  • Sales and marketing must have a common view of targeted buying centers, their business needs and the solutions that can meet those needs
  • JLL created demand maps to identify the most lucrative opportunities within targeted accounts as part of a pilot ABM program
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