The Truth Behind Strategic Account Planning
Автор: SalesGlobe
Загружено: 2026-02-24
Просмотров: 29
Описание:
Which of These Describe Your Sales Team and Accounts?
1. The top 5% to 10% of your accounts represent 90% of your annual revenue – the extreme Pareto rule.
2. Retention and expansion of these accounts, and adding new ones, is critical to meeting your organization's revenue goals. A big hit or miss can make or tank the year.
3. You may have a big deal dilemma where your team is under-shooting and may not have the vision, capabilities, or C-suite access to structure and win the game changing sales.
4. Less than 50% of your team has a disciplined account planning process. The rest are responding to this week's priority or crisis.
5. Most who engage in account planning, just check the boxes and take an incremental growth perspective with the wrong buyers and ineffective value propositions, while trying not to lose the business.
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