There are three vital aspects of account planning necessary to be successful as a revenue team. These are winning new deals, retaining valued customers, and growing revenue in accounts. Sales leader, Scott Jackson’s story demonstrates that it’s not always the product that wins the day: it’s how well you know your customer. By truly understanding your customer’s business: challenges, competition and industry, you can achieve a lasting impact as a trusted advisor.

Download the full story to see how a wider, more customer-centric sales approach grows relationships, builds trust, and wins more deals.

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.
Download FREE digital book.