Account Planning

Wake Up and Smell the Roses!!

Why is it that, according to sales leaders in our top technology companies, over half their sales teams struggle to create a good account plan? In this episode we compare the lot of the humble gardener to the high flying account manager and explore why quick fixes based on tools, such as “ologies” and templates seldom work. We also tell a war story about Jay, a senior executive, who needed to address this problem, but whose approach fell on stony ground.

“Wake Up and Smell the Roses” gives you a new approach to improving account planning and management to ensure your garden grows.

Published - June 2009

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