In my opinion, top B2B salespeople are great at mapping out all stakeholders and variables within their target accounts. We can't do this for all accounts due to the costs and time associated with this process, however we do for strategic accounts typically falling into the enterprise sales category.With the advent of the cloud and browser-based products, we were able to get more visibility into technographic data such as other products that the company uses.

These data points were typically organized to define a B2B sales organization's ideal customer profile or "ICP".

As you figured out due to the title of this article, today I'm going to explain how to add product-led data and tools to your account planning models.
Here are the variables that your new product-led account plan might feature.