Author: Aangeeras N

Webinar: Step into the future of account management: Meet DemandFarm’s KAM AI

See how DemandFarm is redefining account planning in the era of AI, and finally making it possible for key account management teams to focus on selling. Catch seasoned KAM practitioners Jeremy King – Lead, Strategic Growth @ TrendyMinds and Harsh Sanklecha – AVP, Customer Success @ DemanadFarm share their unfiltered take on what’s game-changing, what’s just noise and what’s on the horizon for AI-driven account planning. Agenda: AI’s role in the evolution of account planning tools Top three AI trends that’ll shape account planning in 2025 and beyond Demo of DemandFarm’s KAM AI   Watch the webinar on-demand:

Master Your Sales Enablement Strategy: Equip, Engage, and Excel in 2025

Sales isn’t just about closing deals anymore—it’s about equipping your team with the right tools, strategies, and insights to engage effectively and deliver value to customers.  Effective sales enablement programs and practices can increase closure rates by 84%.  But how do you make your sales enablement strategy ‘effective?’ What practices should you adopt to maximize its impact? Let’s dive in and break it down. Importance of a Killer Sales Enablement Strategy in 2025 Would you send your sales reps into a meeting without the resources or knowledge they need to succeed? Of course not. Yet that is what is happening with the majority of B2B sales teams.  Some sales teams go above this and talk to their prospects and customers without knowing the latest happenings with the product.   Sales enablement orchestrates product, marketing, and sales alignment while communicating all the amazing work that happens in your company to customers and prospects.  Did you know? Companies that have implemented proper sales enablement practices and tools have reported 48% higher customer engagement which means great NRR!  So, how do you think sales enablement will benefit key account managers?  Proper sales enablement tools will enable key account managers to effectively do upsells and cross-sells and share information on the company’s happenings and improvements. It’s simply about delivering the right message to the right cohort, keeping the deal warm enough and always being on their minds, so when they think about the problem, they think about your product.  In short, sales enablement ensures your team is: Equipped with relevant content and insights to address customer needs. Trained on best practices, new products, and evolving market trends. Armed with data-driven tools to personalize their approach and build stronger relationships. It gives your sales team the confidence to deliver a pitch that resonates and closes deals. A well-implemented strategy also ensures alignment across departments, making sure everyone is pulling in the same direction toward common goals. But here’s the catch!   65% of a company’s content goes unused by sales teams. This means a lack of communication and inadequate training on how to use the resources!  So how’d you battle that?  With the right kind of sales enablement stack!  Key Features Key Account Managers Need in their Sales Enablement Software Sales enablement software will help your sales team effectively track each collateral usage created by your marketing team.   It bridges the internal team gap, streamlines product-focused content flow and ensures your customer-facing teams have what they need at their fingertips. Let’s see how a tool like DemandFarm helps in effective sales enablement for key account managers:  1. Centralized Account Resources Gone are the days of reps scrambling to find the right materials. With DemandFarm, your sales team can access all account-related resources—stakeholder org charts, relationship maps, or account plans at a single place.  Everything is neatly organized and always up to date, so your team can spend less time searching and more time selling. 2. Relationship Intelligence Understanding stakeholder dynamics is critical for large accounts. DemandFarm’s relationship intelligence tools give your team a visual map of decision-makers, influencers, and even detractors within an account. What Does It Offer?  Heatmaps showing relationship health. Tools to identify champions and blockers. Insights to guide personalized engagement strategies. This feature helps your team prioritize the right conversations and move deals forward efficiently. 3. White Space Analysis for Growth Uncovering opportunities within existing accounts is where DemandFarm truly shines. The platform’s white space analysis tools let you identify gaps in product adoption or areas ripe for upselling and cross-selling. It ensures your team is proactively driving account growth. It highlights revenue opportunities you might otherwise miss. 4. Scalable and Customizable DemandFarm is built to grow with your team and adapt to your specific needs. Whether you’re scaling your sales efforts, onboarding new reps, or managing custom workflows, the platform provides the flexibility to support your goals. Tailored dashboards to track KPIs specific to your team. Configurable workflows to match your unique sales processes. Sales Enablement Best Practices By combining the right processes, strategies, and tools, you can create an environment where sales reps have everything they need to succeed. Let’s talk about actionable best practices that can help you build a high-performing sales enablement strategy: 1. Define Clear Goals Everything starts with clarity. Before diving into tactics, outline exactly what you want to achieve. Are you looking to: Shorten the sales cycle? Improve win rates? Enhance onboarding for new hires? Having specific, measurable objectives ensures everyone is aligned and your strategy stays on track. For example, “Increase the number of closed deals by 15% in Q2” is much more actionable than a vague goal like “close more deals.” 2. Make Training Continuous The sales world is always evolving. New products, shifting customer expectations, and emerging competitors mean your team can’t rely on old tactics. Regular training sessions, workshops, and role-playing exercises can keep your reps sharp and ready to adapt. What You Can Do: Schedule monthly workshops to address industry trends or new product launches. Use role-play exercises to help reps practice handling objections or delivering pitches. Implement microlearning sessions for bite-sized updates on the go. 3. Align Sales and Marketing Sales and marketing often operate in silos, but they shouldn’t. True sales enablement depends on collaboration between these two teams. Marketing creates content and messaging, while sales delivers it to customers—so alignment is critical. Tips for Alignment: Host regular meetings to discuss goals, share insights, and plan joint initiatives. Create a shared content library that both teams can access and update. Ensure marketing understands what sales needs, whether it’s tailored pitch decks or industry-specific case studies. 4. Personalize Engagement ezaq1`zReps who tailor their communication to individual prospects stand out and build stronger connections. How to Personalize? Use data to understand your prospect’s pain points and goals. Reference specific challenges their industry or company is facing. Highlight solutions that directly address their needs, not a one-size-fits-all pitch. AI tools can be a game-changer here. They can analyze customer data, identify patterns,

Five Best Sales Acceleration Tools in 2025

Your reps need every armour in their kit to help close deals faster and meet quotas. Not just that, with competitors piling up in every single industry, the pressure is on to deliver more than just numbers—it’s about creating unforgettable customer experiences (CX).  To top it off, AI agents are rapidly taking over repetitive and mundane tasks, your sales teams must step up as strategic advisors, leveraging their uniquely human skills to build trust, tailor solutions, and add ultimate value. Spoiler alert! Achieving all this isn’t easy. It requires a finely tuned tech stack and seamless collaboration across teams. So, how do sales reps rise to the occasion? This is where sales acceleration tools come into play. They don’t just streamline processes—they empower sales teams to move faster, smarter, and more effectively. But what exactly are these tools, and how do they supercharge your sales efforts? Let’s dive in. Why Speed Matters in Sales Did you know that simply reducing your sales cycle from four months to three can increase your Annual Recurring Revenue (ARR) by 46%? Cut it down further to two months, and you’re looking at a staggering 143% boost in ARR. Speed isn’t just a nice-to-have—it’s a competitive advantage that directly impacts your bottom line. What Are Sales Acceleration Tools? Sales acceleration tools are designed to streamline and optimize sales processes by automating repetitive tasks, analyzing customer data, and improving team collaboration. They help your leads move seamlessly through the sales funnel, ensuring your reps focus on high-value activities like closing deals and nurturing relationships. In 2025, these tools will evolve to improve efficiency and provide actionable insights that help teams strategize smarter. Let’s explore the top tools that can revolutionize your sales strategy this year. The Best Sales Acceleration Tools in 2025 1. DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Tailored specifically for Key Account Managers (KAMs), it addresses inefficiencies in traditional methods of account planning by offering a comprehensive toolkit for strategic account management. Here’s how DemandFarm works: 1. Account Profiling Helps you get a 360-degree view of your accounts, including revenue streams, stakeholder hierarchies, and business units. This depth of insights ensures your strategy aligns with the unique needs of each account. 2. White Space Analysis Allows you to identify untapped opportunities within your accounts. This allows you to uncover areas for upselling and cross-selling, driving incremental growth.  3. Relationship Mapping Visualize stakeholder connections and influence within an organization. This helps KAMs see who is connected with whom within the organization. Not just that, KAMs can also see common detractors and supporters thereby helping them personalize a deal so that everyone is onboard with it.  A tool like DemandFarm helps you move away from mental memory and gut feelings to practically building relationships and how your deal is progressing.  DemandFarm helps you pinpoint champions, blockers, and influencers, enabling you to tailor your engagement strategy effectively. 4. Performance Tracking Monitor account KPIs in real-time, ensuring your efforts are data-driven and aligned with organizational objectives. Demandfarm really goes into the depth of KAM, and here’s how:  Account Planning: DemandFarm allows sales teams to create in-depth account plans that help identify key stakeholders, map their relationships, and prioritize actions. Org Chart Visualization: Easily understand decision-making hierarchies and identify champions or blockers within your target accounts. Integration with CRMs: The platform integrates with tools like Salesforce, ensuring your data is always up to date and actionable. Data-Driven Insights: Provides sales reps with insights to guide conversations and craft strategies tailored to specific accounts. Custom Workflows: Organizational requirement varies, so do KAM processes and needs. DemandFarm also helps in addressing custom requirements and build so that you have an end-to-end tool tailored for easy work!  2. LinkedIn Sales Navigator LinkedIn Sales Navigator tool lets sales teams connect with decision-makers and stay informed about their prospects. It can be a critical part of your sales prospecting strategy,  Key Features: Advanced search filters to pinpoint the right contacts. Real-time updates about your leads and accounts. Tools to send InMail directly to decision-makers. Why Should You Consider It?  For B2B sales teams, Sales Navigator is a no-brainer when it comes to building relationships with high-value prospects. But can it be used for advanced sales processes like relationship mapping and so on? Then no!  3. Cognism Cognism helps with sales acceleration for mid-market and enterprise companies.  The only downside with a lot of G2 reviews is that – even though Cognism is great with some features, the pricing can be pretty steep for a sales tool. Not just that, some features are gated behind higher tiers, which means the $$ keeps adding up.  Key Features:  Building accounts and prospect lists with contact data.  Browser extension for sales prospecting.  Using AI it identifies the best-fit leads based on your ideal customer profile (ICP)  4. HubSpot Sales Hub HubSpot Sales Hub is the favorite among small to mid-sized sales teams. Its appeal lies in its simplicity and ability to integrate seamlessly with HubSpot’s CRM and use the entire Hubspot ecosystem!  HubSpot though is great for automating sales processes and bringing in alignment to sales, marketing and success teams – it’s not that great for KAM processes.  Key Features: Email tracking to see when prospects open your emails. Pipeline management for clear visibility into your sales process. Meeting scheduling tools to streamline appointment booking.   Why Consider It? If you’re already using HubSpot’s marketing tools, this is a natural extension that keeps all your data in one place. 5. SalesLoft SalesLoft is designed to help sales teams sell smarter. It focuses on guided selling and offers a mix of automation, analytics, and collaboration tools that ensure every interaction with a prospect moves the needle closer to a closed deal.  Even though SalesLoft has some standout features, it is still not suitable for KAMs to visualize upselling and cross-selling strategies or manage relationships. Not just that, many customers have also raised concerns about SalesLoft’s aggressive selling

Mastering Gap Selling Framework for Success in Strategic Sales

Strategic selling is a methodology that focuses on long-term relationships with customers while maximising sales opportunities. It involves thorough research, planning, and a deep understanding of the customer’s business needs. The ultimate goal is to provide solutions that align with the customer’s objectives and deliver significant value. Strategic selling goes beyond the traditional sales approach. It requires a salesperson to act as a consultant, understanding the customer’s problems and offering tailored solutions. This method emphasises the importance of building strong client relations and making strategic decisions that benefit both parties. What Is Gap Selling? Gap Selling is a specific approach to strategic sales methodologies that focuses on identifying and bridging the gap between a customer’s current state and their desired future state. This methodology involves understanding the customer’s needs, proposing tailored solutions, and building strong relationships to achieve long-term success. Defining the current state, future state, and the gap Current state The current state shows what things are like right now. Sellers try to learn about the prospect’s business situation, their problems and challenges, and how these affect the business and the prospect’s feelings. Gap selling looks closely at this discovery process. It goes further than just identifying basic problems and aims to find the main cause of the issues. Future state After you’ve learned enough about the current situation, you can talk about the future. The future state is the best outcome. It’s about where the prospect’s company would be if they fixed the problem. What kind of workplace does the prospect want? How will fixing the problem affect the business and the prospect personally? The aim is to figure out what needs to happen to reach this ideal future. Sometimes, it also means helping prospects describe their ideal outcome before looking at possible solutions. Gap The gap is the space between where you are now and where you want to be in the future. Your job is to figure out how big this space is and if it’s big enough to justify spending money on your product or service. Consider how much it will cost and the effort required to make the change. Is it worth it? A bigger gap makes it easier to show the value of making the change. Keenan suggests finding this out in the first 25% of the sales process. Without this information, you can’t understand the buyer’s goals, challenges, or what they base their decisions on. How Does Gap Selling Differ from Traditional Sales? While traditional sales focus on closing deals in the short term, Gap Selling method takes a more comprehensive approach. It involves acting as a consultant to understand the customer’s problems and offering solutions that align with their objectives. This results in stronger relationships and more valuable partnerships. Why Is Relationship Building Important in Gap Selling? Gap Selling is important because it fosters trust and loyalty between the salesperson and the customer. By understanding their needs, providing continuous support, and delivering value, you can create long-term partnerships that drive repeat business and referrals. Tips for Implementing Gap Selling in Your Sales Strategy Train your sales team on Gap Selling methodology Use data-driven insights to identify high-value opportunities Prioritize relationship building over closing deals in the short term Regularly communicate with customers to understand their changing needs Provide ongoing support and add value beyond just selling products or services. Overall, implementing Gap Selling requires a shift in mindset from traditional sales tactics to a more consultative approach. By focusing on understanding the customer’s problems and offering tailored solutions, you can build stronger relationships and achieve long-term success.  So, it is important to continually review and adapt your sales strategy based on customer feedback and changing market trends to effectively implement Gap Selling. With dedication and consistency, Gap Selling can transform your sales approach and drive significant results for your business growth. How to Implement Gap Selling for Effective Sales Enablement? To implement Gap Selling for effective sales enablement, businesses can follow these steps: Educate and train sales teams: The first step is to educate and train sales teams on the Gap Selling methodology and its principles. This will ensure that everyone is aligned on the approach and understands their role in implementing it. Identify high-value opportunities: Utilize data-driven insights to identify potential customers who align with your tailored solutions. This will help prioritize efforts towards those who are most likely to benefit from your product or service. Focus on relationship building: Shift the focus from just closing deals in the short term to building strong relationships with customers. This involves understanding their needs, providing ongoing support, and delivering value beyond just selling. Continuously communicate with customers: Keep in touch with customers to understand their changing needs, concerns, and objectives. This will help adapt your sales approach accordingly and provide them with relevant solutions. Offer value-added services: Instead of simply selling a product or service, offer additional resources or services that can add value for customers. This can differentiate your business from competitors and build stronger relationships. Key Components of the Strategic Selling Framework Understanding the Customer’s Needs Effective strategic selling begins with understanding the customer’s current state. This involves gathering information about their physical and literal situation, the type of problems they are experiencing, the impact of these problems, the root cause, and how the problems make them feel. Identifying the Gap The core of the Gap Selling framework is identifying the gap between the customer’s current state and their desired future state. This gap represents the problems the customer is facing and the potential solutions you can offer. Proposing a Solution Once the gap is identified, the next step is to propose a solution that addresses the customer’s needs and bridges the gap. This involves presenting your product or service as the key to solving their problems and achieving their goals. The Role of Relationship Building in Strategic Selling Building strong relationships with customers is crucial in strategic selling. It involves regular communication, understanding their needs, and providing continuous

A Simple Handbook to SPIN Selling: What It Is and Why It Works

What’s your sales approach? Do you rely on intuition or data to drive your sales strategy? Intuition might get you started, but data drives results. A structured data-driven sales approach can significantly enhance your win rates. SPIN selling is a proven method that combines consultative expertise with strategic questioning.  Explore more about the definition of SPIN selling, its four fundamental questions about Situation, Problem, Implication, and Need-Payoff, and how to implement this powerful method in your sales success process. Dive right in!  What is SPIN Selling? SPIN selling is a consultative sales methodology technique developed by Neil Rackham in the 1980s. Unlike traditional sales methods that focus on pushing products, SPIN selling emphasizes on understanding customer needs through strategic questioning that guide conversations with potential buyers. Learn more: Complete Guide on Sales Methodologies to Win Large Deals Why SPIN Selling Works Rackham’s research revealed that successful sales reps use specific questioning techniques to build relationships and identify customer pain points. SPIN selling method focuses on the customer’s needs rather than the product’s features. Effective identification of the prospect’s challenges help sellers demonstrate how their solutions provide real value, ultimately leading to increased sales success. SPIN Selling process has transformed the way salespeople engage with prospects and customers, making their sales conversations more meaningful and productive. The methodology also fostered long-term relationships with clients by prioritizing their specific needs. Four Stages of SPIN Selling Method SPIN selling follows a structured approach through four stages, each designed to guide sales reps in managing conversations as the buyer’s journey progresses. 1. Opening or Preliminaries SPIN selling begins with light, open-ended Situation-related questions to build rapport with potential clients. The seller focuses on understanding the prospect’s current situation and expressing genuine interest in knowing their pain-points and challenges. They avoid mentioning features or products early in the conversation. 2. Investigating The investigative phase is crucial for identifying underlying issues that your solutions can address. Salespeople focus on uncovering the lead’s specific pain points by asking Problem-related questions. They balance the need to prompt and guide the conversation without overwhelming the prospect with interrogative questions. 3. Demonstrating Capability In this stage, the questions transition into Implication to explore consequences and highlight the need for a specific solution. More conversations happen about the value of solving the problem. Once the prospect is well-connected with the implication, they’re now open to hearing how the product or service can help them. 4. Obtaining Commitment This stage encourages a small step forward with Need-Payoff questions. This could be a trial, follow-up meeting, or a final deal. This step guides the client to move forward to the next steps. At this point, it’s important for the sales team to reflect on what worked and what didn’t in each customer interaction to make future deals even more impactful. Four Types of SPIN Selling Questions 1. Situation Questions Situation questions help understand the buyer’s current circumstances. These questions gather essential background information about the customer’s business, goals, and processes. Examples: Can you tell me about your role at your company? What tools do you currently use? What is your approach to [use case]? 2. Problem Questions Problem questions identify the challenges and issues the buyer faces. These questions highlight the customer’s pain points and uncover problems that your product or service can solve. Examples: What is your biggest day-to-day challenge? How easy is it to make progress against [priority]? Does your current approach to [priority] ever fail? 3. Implication Questions Implication questions explore the consequences of the identified problems. These questions emphasize the urgency of finding a solution and help the buyer understand the broader impact of their challenges. Examples: What is the cost of your current approach? How much time does your current approach require? How is [problem] impacting your team’s work? 4. Need-Payoff Questions Need-Payoff questions focus on the benefits of solving the problem. These questions help the buyer articulate the value of your solution and encourage them to envision the positive outcomes. Examples: How would it be easier to achieve [priority] with [solution]? Would your team get value from [solution]? How will solving the [problem] help you? Why SPIN Selling works SPIN Selling works due to its focus on understanding customer needs through a structured approach. Salespeople can tailor their solutions effectively by engaging clients in a dialogue that uncovers their specific challenges and the consequences of not addressing them. This consultative approach builds trust, fosters deeper relationships, and ultimately leads to more successful sales outcomes. Additionally, it aligns with psychological principles, as people are more likely to buy when they feel understood and see the value in addressing their needs. SPIN Framework The SPIN framework is a well-structured methodology that guides sales conversations in a logical flow. This approach makes the buyer feel more involved, heard and understood. Here’s a breakdown of how each component of SPIN contributes to its effectiveness: 1. Situation Questions Situation questions lay the groundwork for the conversation by gathering essential background information. This knowledge derived from situation questions allows for a more tailored approach in later discussions. Why it works: The Situation questions help the salesperson to gauge the landscape within which a potential sale will occur, creating a foundation for deeper exploration. 2. Problem Questions Problem questions delve into the specific issues the buyer is facing. This stage is critical as it shifts the conversation from generic context to unique pain points.  Why it works: When a salesperson identifies and articulates a buyer’s problems, the buyer often feels a sense of relief realizing that their concerns are being seriously acknowledged. Implication Questions Implication questions help the buyer understand the consequences of the problem. This stage is crucial as it transforms the problem into a more significant issue, highlighting the potential negative impact.  Why it works: The questions increase the buyer’s motivation to find a solution. It creates a sense of urgency and emphasizes the need for an immediate change or solution. Need-Payoff Questions These questions help the buyer envision the positive

DemandFarm’s Spring Release 2025 – Omphalos

The Need for Relationship Mapping Goals in Enterprise Sales If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?   Identify your target accounts, put together a team of sales plus marketing, work out a hyper-personalized messaging and content strategy for those accounts, and measure your efforts. Sounds simple enough!   The best account managers, however, have a secret sauce that differentiates them from the others. At the core of their ABS is an often-overlooked perspective–selling to the humans behind the steely structures that make up their accounts lists.  While sales processes have moved forward by leaps and bounds, thanks to these sales champs, the technology that supports these power moves unfortunately has not. An account manager needs to keep a tab on several parameters while reaching out to different personas today to simply break through the everyday clutter. This is possible at scale provided the account manager has neatly laid out relationship goals for all the stakeholders in the account, especially the buying committee. As a company that works closely with key account management teams from across the globe, we have a vantage view to unfolding trends. What can be a blink and miss moment is slow motion for us. That there is a huge gap in how key account management teams are doing relationship mapping today would be an understatement. Only a handful of companies and sales leaders are laying down relationship targets, and an even smaller slice plots a course to hit them.  The consequence?  Relationship mapping is still ad-hoc. Account Managers are struggling to identify the right people, initiate meaningful conversations, keep track of who they’ve spoken to and stitch back their efforts to the larger business goals. While their work happens on CRMs partially, they tend to use ad hoc tools (or no tools sometimes!) to build org charts.    Relationship Mapping and ABS Maturity Organizations at various stages of ABS maturity focus differently on relationship mapping. The more mature shops are eager to streamline their relationship mapping with technology. They understand that without technology they can’t systematize a process-driven approach to relationship mapping at scale. For them, nailing relationships is non-negotiable.    “ They have realized that key account management in its simplest form is all about pure human-to-human connections in a B2B world.    However, organizations that are just climbing up the ABS maturity ladder recognise the need for methodical relationship mapping  but often default to manual approaches to tackle the challenge. While the manual fix might hold up in the short term, it often breaks when the business scales and more stakeholders become part of the engagement mix.  Our latest release is aimed at helping both seasoned and emerging ABS-driven enterprises realize the benefits of tech-powered relationship mapping. We’re certain it’s time for a shift. KAM should no longer be seen solely through the ABS lens; it’s crucial to also see it through the people lens. As leaders, we’re committed to paving the path, highlighting that tech-enabled ABS isn’t just beneficial—it’s essential.   The Unveil: Relationship Mapping that puts People at the Center.   DemandFarm’s new and enhanced features released as part of Omphalos are designed to ensure your Account Managers (AM) are spending 100% of their time talking to the right people, building relationships that move deals forward and effortlessly track how effectively they are engaging the C-suite and other key stakeholders. Let’s dive in.    Org Chart 2.0: More Intelligent. More Effortless. More Intuitive.  Here’s an interesting discovery we made when we looked into our strategic account engagements: on an average, it takes at least 8 to 15 meetings and connecting with approximately 10 different stakeholders across more than four roles to lock in these strategic partnerships.  While the specifics might differ based on your organization’s size, industry and multiple other factors, here’s a constant: strategic deals demand a higher-than-average number of touchpoints and stakeholder involvement.  Pinpointing powerful contacts among thousands, distinguishing supporters from detractors, understanding their relationship dynamics all can be daunting if the vehicle you’re using to visualize and take action isn’t snappy.  And this is exactly why we have made some massive upgrades to our Org Chart, especially from the lens of cutting down the time it takes for account managers to build context-rich ones. Here are the highlights:    A Fresh Look That’s Designed To Help You Find Information Faster  DemandFarm’s Org Chart looks all-new, but works exactly the way it used to. Only faster, easier to navigate, and every piece of context—from a stakeholder’s buying power, to their current status to associated opportunities—everything is now more intuitively visible.   A single click on the contact card reveals every ounce of context there is to the contact. Brand-new filters, zippy pinch and zoom, the upgrades are aplenty. Creating and maintaining org charts is now faster and more delightful thanks to the latest UI update and some sleek under-the-hood technical improvements.    Make it Dead Easy for your AMs to Prioritize who to include in their Org Charts, with Suggested Contacts Picture this: you’re an account manager who’s got 30 to 50 new contacts that are yet to be added to the org chart. Role changes, departures, new meetings and more, all these variables only end up making this task herculean.  And now you’ve to figure out who among this sea of contacts to prioritize adding to the org chart.    Most account managers are likely to find themselves stuck in analysis paralysis. They end up losing time choosing who to include instead of talking more with customers and partners.  That’s the pickle we’ve set out to fix with Suggested Contacts.  Suggested contacts is powered by an rule-based engine that takes into account a contact’s static, think role, title, etc. and evolving attributes—like their latest engagements