What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers. … [Read more...] about What is strategic account planning and how does it drive growth?
A new normal – or a better normal?
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often … [Read more...] about A new normal – or a better normal?
How to use account planning to improve customer success
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. … [Read more...] about How to use account planning to improve customer success
Banish farmers and farming!
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. … [Read more...] about Banish farmers and farming!
What do you wish salespeople would stop doing?
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to … [Read more...] about What do you wish salespeople would stop doing?
The Problem with Account Plans…
Many of the clients I’ve been working with have been attempting to implement some form of account planning. Far fewer seem to be happy with the … [Read more...] about The Problem with Account Plans…
