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by Mark Donnolo
Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue
Cover
Title Page
Copyright
Contents
Foreword
Introduction
1. Why Do You Need Account Plans?
2. Use the Right Structure
3. Set the Goal
4. Create the Habits
5. Understand the Politics
6. Think Big
Conclusion
Appendix 1. Competitive Landscape
Appendix 2. Customer Challenges and Priorities
Appendix 3. SWOT Analysis
Appendix 4. Needs by Division
Appendix 5. Account Map and Team Alignments
Appendix 6. Offer White Space Map
Appendix 7. Goal Build by Opportunity
Appendix 8. Strategy and Action Plan by Opportunity
Appendix 9. Team Commitments
Appendix 10. Budget and Forecast
Appendix 11. Pursuit Scoring Matrix
Appendix 12. Sources of Growth Calculation
Appendix 13. Essential Account Planning Report Card
Acknowledgments
About the Author
Index
Back Cover
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