Mapped 227 Director and C-level contacts across 92 offices Expanding inside a large enterprise account is a research problem before it is a sales problem. For a top-three international market research group I built the full account map from scratch: 227 Director and C-level contacts, 19 markets, 92 offices, 8 divisions scored on fit, and 7 priority tiers so outreach ran in a defensible order rather than alphabetically. It was assembled from company filings, org charts and CRM records, then maintained as a live asset the commercial team worked from, which is what produced the 12 RFQs and the bid pipeline described in my other project. If you sell into large multi-entity organisations, this is the layer that usually does not exist and it is the reason expansion stalls. It tends to matter most when you have one large logo and no idea which of its forty entities to approach next, when your CRM holds contacts but no structure, or when territory is being decided by whoever shouts loudest.

Skills: Account Mapping, Lead Generation, Market Research