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Account Vision Worksheet

Get Your thoughts in order, build your own account vision

At the center of account governance is the account vision. Unlike hunting and territory management, the success or failure of an account manager is dependent on their ability to grow the account.

Success expands well beyond the transactional nature of the sale. The account has to be developed, not just sold to. Selling to an established account without a sales strategy is short sighted. It results in loosely coupled opportunities, and a reactionary environment where a competitor can quickly take hold. Developing an account requires a deliberate and clinical approach that includes planning, measuring, cadence, strategy, vision and more.

The account VISION worksheet will help you organize account:

  • Opportunities


  • Competitors and Competitive Landscape


  • Strategy


  • Outcomes and Goals


  • Wallet Share


  • Competitive Differentiators
Get your vision right, download the vision worksheet today!

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The Gap Selling Method course is anything but basic. This class is built to take your sales organization to a new level of sophisticated, professional sales.

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People don’t buy from people they like. No! Your buyer doesn’t care about you or your product or service. It’s not your job to overcome objections, it’s your buyer’s.

Closing isn’t a skill of good salespeople; it’s the skill of weak salespeople. Price isn’t the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.

For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics.

Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world.

In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today’s frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today’s sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value.

Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:

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Gap Selling elevates the sales world’s selling IQ and turns sales order takers into sales influencers.