True Intimacy Components Enter Intro Paragraph Here The offers, customer journeys, and pull through strategies needed for each segment. Optimize the mix of offers based on their ability to build intimacy and to financially perform. Account Pathways enable efficiency and de-risk account selling and management. Account Pathways provide account goals, account growth plans, and drive accountability in the Account Leaders. Selling through Intimacy and Ideas is a different type of selling motion: it leads with ideas and guides the customer through decisions (a Journey) needed to undertake significant change. This requires more meaningful interactions and proactively starting new sales cycles founded primarily on substance and less on camaraderie. The goal is to challenge the customer with new ways to address their market realities and their appreciation of this candor. Constructing Portfolio Leading Account Journey Selling Targeting Segmenting the Market Creating Account Pathways Categorizing Accounts Building Offers Professional Services