Contents
1. Why Do You Need Account Plans?
Appendix 1. Competitive Landscape
Appendix 2. Customer Challenges and Priorities
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 10. Budget and Forecast
Appendix 11. Pursuit Scoring Matrix
Appendix 12. Sources of Growth Calculation
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