See what happens when sellers prioritize relationships

Successful account planning helps you connect with the right people and get them on your side.

People buy from people. But what is the mistake sellers most often make? Getting single-threaded in an account, relying on only one relationship with an influential person while forgetting the single vital truth of modern B2B sales: big purchasing decisions are always made in a group.

Connect the dots within your accounts by building a wide network of support and insights into your buyers’ business drivers.

This is just an excerpt chapter from our book “Not Just Another Vendor.” Get the full collection of account planning stories where top sales leaders share real experiences and best practices to revenue growth success.
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