- Paperback: 130 pages
- Publisher: Association for Talent Development (May 23, 2017)
- Language: English
- ISBN-10: 1562867768
- ISBN-13: 978-1562867768
- Product Dimensions: 6.9 x 0.4 x 10.1 inches
- Shipping Weight: 9.6 ounces (View shipping rates and policies)
- Average Customer Review: 2 customer reviews
- Amazon Best Sellers Rank: #2,255,942 in Books (See Top 100 in Books)
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Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue
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About the Author
Mark Donnolo is managing partner of SalesGlobe and author of The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results and What Your CEO Needs to Know About Sales Compensation. He focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of their customer-facing sales, marketing, and service organizations. His areas of focus include sales strategy, customer segmentation, channel strategy, sales organization design and deployment, performance management, and incentive compensation. Mark's work spans several industries, including technology, telecommunications, business services, manufacturing, and financial services.
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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.