We are reading “Framemaking” by Brent Adamson and Karl Schmidt. 

The premise: B2B sales have ballooned in complexity and time to close (if they close at all). Largely because buyers have lost confidence … not in sellers, but in their own ability to make the right decision. 

Understanding a buying committee isn’t just a sales challenge – it’s a marketing one too.

Not every team starts with a named account list. So we built TechniQ Sectors - curated groups of market-leading companies that represent meaningful parts of the economy.

Many marketers want to personalize for their most important accounts - but not one account at a time.