A sales strategy plan helps sales teams focus effort, align with account goals, and improve execution. But most plans fall short because they lack structure and accountability. This article covers the 10 key components of a high-performing sales strategy plan based on...
If you’re going to become successful at Gap Selling you need to start asking why. Getting to the why in sales is a crucial skill of a talented Gap Seller. Why? Kids are great at asking why. They accept the fact that they don’t know very much, so they...
The secret to successful account management lies in developing the account, not just selling to it. At the center of that development is account vision. Unlike hunting and territory management, the success or failure of an account manager is dependent on their...
Do you track everything and make adjustments constantly? You should be. Personal and professional growth increases exponentially when you have specific goals you’re working towards. To reach those goals you need to have a process in place and be able to compare...
We’re going to be running a series for the next couple of weeks, focusing on account governance. I’ve chosen account governance, as it’s the underlying process to account management. I haven’t blogged much on account management. It’s a prominent part of...
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