Researching a multi-location account without drowning
Enterprise accounts with dozens or hundreds of sites reward sellers who can see the pattern, not just the pin on the map.
When an account has 40, 400, or 4,000 locations, the instinct is to research all of them. Don't. Research the operating model. Understand how decisions are made — centrally, regionally, or at the site. Understand who signs, who influences, and who lives with the consequences.
That map is the deliverable. Everything else — the outreach, the messaging, the sequencing across stakeholders — is downstream of understanding how the company actually buys.
Edgar J. Reyes
I write about intentional outbound — the research, restraint, and buyer respect that separate a serious B2B seller from a sequencer. If it's useful, work with me directly or read the rest of the archive.
One essay every other week.
No pitches. No funnels. Just the writing.
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