Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue - Softcover

Donnolo, Mark

 
9781562867768: Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue
Softcover
ISBN 10: 1562867768 ISBN 13: 9781562867768
Verlag: Association for Talent Development, 2017

Inhaltsangabe

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 likely involve six or more decision makers.

That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning, sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time.

Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results.

In this book, you'll learn how to:

  • Develop a consistent account plan structure.
  • Create the habits and culture of an ongoing planning process.
  • Navigate the politics that impede information sharing.

    Many salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today!

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    Über die Autorin bzw. den Autor

    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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    Verlag
    Association for Talent Development
    Erscheinungsdatum
    2017
    Sprache
    Englisch
    ISBN 10 
    1562867768
    ISBN 13 
    9781562867768
    Einband
    Taschenbuch
    Anzahl der Seiten
    144
    Kontakt zum Hersteller
    Nicht verfügbar
    Verantwortliche Person
    Nicht verfügbar