What is Bookbuilder?
Bookbuilder is an intelligent account management system that dynamically assigns, retrieves, and balances sales books to optimize rep performance.
Instead of static imbalanced territories, Bookbuilder ensures reps always have the right number of high-value accounts, eliminating waste and improving pipeline efficiency.
Why dynamic books?
Traditional territories often create unfair distributions, with some reps flooded with accounts they can't work while others struggle with low-potential leads.
With dynamic books, you can:
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Assign accounts based on potential and rep capacity
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Regularly refresh books so reps always have a book of great accounts to work
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Prevent account hoarding and ensure full market coverage
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Quickly adapt to changing market conditions
How Bookbuilder works
Distribute high-potential accounts. Accounts are assigned based on real-time criteria like ICP fit, engagement signals, and sales capacity.
Refresh and return. Reps work a focused set of accounts, returning unworkable ones while receiving new high-priority targets.
Optimize with insights. Sales managers gain clear visibility into book coverage, ensuring no good account goes untouched.
Commercial sales teams use dynamic books to create more pipeline
SPINS reduced rep books from 3,000+ accounts to 300, increasing win rates from 13% to 20% and leading to record-breaking revenue growth.
Omnipresent increased opportunity creation by 16%. Sales rep satisfaction has increased, and more reps hit their targets every quarter.
Center increased rep focus with targeted account distributions and increased pipeline creation by 3-4x over other outbound efforts.