Join Mark Donnolo, author of Essential Account Planning, The Innovative Sale, and What Your CEO Needs to Know About Sales Compensation, for a six-part webinar series on Essential Account Planning: Five Keys to Driving Revenue.
Friday, March 9, 2018
9:00-10:00 PT | 12:00- 13:00 ET | 17:00-18:00 GMT
Click here to register for the webinar
Click here to purchase Essential Account Planning from Amazon
What is It?
Effective account planning is one of the most powerful drivers of sales performance, yet it’s one of the most overlooked because of its paradoxical relationship to sales: Many salespeople intuitively think that spending more time selling will create more sales. But the salespeople who invest in account planning as they sell actually sell more.
We don’t like to plan. When it comes to planning for those strategic accounts that can make up over 70% of the company’s revenue, we’d rather jump into action and figure it out as we go.
SalesGlobe research shows that the most successful sales teams combine consistent account planning with selling. Poor-performing or inconsistent sales teams typically have a pattern of reacting to opportunities and only planning in response to lagging results.
Essential Account Planning concentrates on the big challenges sales organizations face today regarding strategically planning for growth at the account level. We address these challenges with practical approaches and tools you can apply right away with your sales teams to see results this year.
Why is this Worth Spending My Breakfast, Lunch, or Cocktail Hour?
Good question. Well, you can still partake while you participate… and here are some of the areas we’ll introduce you to:
It’s Almost Q2. How Are You Doing to Goal?
Avoiding a performance trap and staying out of emergency mode.
The Problem with Account Planning.
What challenges your organization.
Using the Right Structure.
How account planning fits with your sales strategy.
Setting the Goal.
Building to your number and digging deep.
Creating the Habits.
It’s about what you consistently do well.
Understanding the Politics.
Navigating and aligning your organization.
Getting beyond incremental growth to change your growth paradigm.
This session will start you on your account planning journey or refresh your thinking and help you revitalize your current approach. Register today.
REGISTER FOR THE WEBINAR HERE.
Click here to order Essential Account Planning from Amazon