Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue Kindle Edition
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About the Author
- File size : 5704 KB
- Print length : 157 pages
- Publisher : Association for Talent Development (May 23, 2017)
- Publication date : May 23, 2017
- Word Wise : Enabled
- Enhanced typesetting : Enabled
- X-Ray : Not Enabled
- Language: : English
- ASIN : B071Z352D1
- Text-to-Speech : Enabled
- Lending : Not Enabled
- Best Sellers Rank: #1,469,400 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
Top reviews from the United States
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- how to deal with organisational politics affecting account planning
- the different account plans for different types of account e.g pursuit, tactical, aspirational, strategic
- how selling solutions can be made easier (cross-functional stakeholders within your company can be brought together and aligned using the account planning process the author sets out)
- the large number of account planning templates to utilise and tailor for your company's situation
- creating habit in account planning versus 'launch and leave'
Content such as some of that which I've called out is key in today's environment where we see so many account/sales managers finding it difficult to focus on anything other than fire fighting. I work across Europe and NA in many sectors and talk to a) sellers saying things are more hectic than they've ever been and b) sales leaders/SVPs talking about how change initiatives typically fail at their company.....therefore, dealing with issues that affect adoption of new approaches, such as account planning, is of equal importance as the theory behind such new models. This book takes on some of the adoption issues.
So, this is a solid, easy-to-read title that is professionally written (and let's face it, for sales books, that isn't always the case - there are plenty of over-hyped books aimed at sellers that promise amazing results and don't really give the sales function a professional image). When I think back to some of the other titles on account planning/management, I can't fault this book. You're bound to take something from it, potentially a lot.