Essential account planning : 5 keys for helping your sales team drive revenue

Essential account planning 5 keys for helping your sales team drive revenue

Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will li...

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Detalles Bibliográficos
Otros Autores: Donnolo, Mark, author (author)
Formato: Libro electrónico
Idioma:Inglés
Publicado: Alexandria, Virginia : ATD Press [2017]
Edición:1st edition
Materias:
Sales management.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630190706719
Tabla de Contenidos:
  • Intro
  • Title Page
  • Copyright
  • Contents
  • Foreword
  • Introduction
  • 1. Why Do You Need Account Plans?
  • 2. Use the Right Structure
  • 3. Set the Goal
  • 4. Create the Habits
  • 5. Understand the Politics
  • 6. Think Big
  • Conclusion
  • Appendix 1. Competitive Landscape
  • Appendix 2. Customer Challenges and Priorities
  • Appendix 3. SWOT Analysis
  • Appendix 4. Needs by Division
  • Appendix 5. Account Map and Team Alignments
  • Appendix 6. Offer White Space Map
  • Appendix 7. Goal Build by Opportunity
  • Appendix 8. Strategy and Action Plan by Opportunity
  • Appendix 9. Team Commitments
  • Appendix 10. Budget and Forecast
  • Appendix 11. Pursuit Scoring Matrix
  • Appendix 12. Sources of Growth Calculation
  • Appendix 13. Essential Account Planning Report Card
  • Acknowledgments
  • About the Author
  • Index
  • Back Cover.

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