Essential Account Planning

5 Keys for Helping Your Sales Team Drive Revenue

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book Essential Account Planning by Mark Donnolo, Association for Talent Development
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Mark Donnolo ISBN: 9781562867775
Publisher: Association for Talent Development Publication: May 23, 2017
Imprint: Language: English
Author: Mark Donnolo
ISBN: 9781562867775
Publisher: Association for Talent Development
Publication: May 23, 2017
Imprint:
Language: English

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 frameworkwill 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 tobring stability to your sales organization and start seeing the rewards of planning today!

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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 frameworkwill 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 tobring stability to your sales organization and start seeing the rewards of planning today!

More books from Association for Talent Development

Cover of the book Return on Investment (ROI) Basics by Mark Donnolo
Cover of the book Let Them Choose by Mark Donnolo
Cover of the book 10 Steps to Successful Time Management by Mark Donnolo
Cover of the book Managing Incompetence by Mark Donnolo
Cover of the book Beyond Training Ain't Performance Fieldbook by Mark Donnolo
Cover of the book Leaders Don't Command by Mark Donnolo
Cover of the book ISD From The Ground Up, 4th Edition by Mark Donnolo
Cover of the book Teamwork Training by Mark Donnolo
Cover of the book Culture Savvy by Mark Donnolo
Cover of the book Evaluation Basics, 2nd Edition by Mark Donnolo
Cover of the book Play to Learn by Mark Donnolo
Cover of the book 10 Steps to Successful Business Alignment by Mark Donnolo
Cover of the book Measuring the Success of Employee Engagement by Mark Donnolo
Cover of the book Tailored Learning by Mark Donnolo
Cover of the book Ready, Set, Curate by Mark Donnolo
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy