The Practice of Account Planning
The Practice of Account Planning
To succeed in the practice of account planning, sellers must seek to put their relationships at the heart and center of everything they do.
The most important deals rely on relationships. Building those relationships starts with a strong foundation in account planning practices for the entire revenue team.
In this eBook, authored by Nigel Cullington, VP of Marketing for Upland’s Sales Effectiveness division, learn what great looks like in account planning.
Nigel walks you through the big picture, sharing why relationships are at the heart of the deal, why the lone wolf era of selling is over, and how you can achieve the coveted trusted advisor status with your clients and customers.
Start building your account planning practice today, and use this helpful guide to make the most out of each and every interaction with your customers.
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Account Planning Strategy: A Definitive Guide
Account Planning Strategy: A Definitive Guide
What is account planning in sales? Account planning is the process of mapping out key aspects of a potential customer or key account. Any given account plan can include important information about the prospect or customer, including decision makers, competition, internal influence, unique challenges, the complex political structures hiding within the organization, the potential whitespace […]
Forget the Ferrari – Earn Trusted Advisor Status Instead
Forget the Ferrari – Earn Trusted Advisor Status Instead
Sales is all about kicking butt, taking names and not being a trusted advisor. The best sellers get in, get out, land the big deal and move on to the next one. It’s all about putting your strategy for an account first, and everything else will fall in place. Right? Wrong! What if we told […]
Account Management Guide: Benefits and Best Practices
Account Management Guide: Benefits and Best Practices
How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. But that doesn’t mean the wolves aren’t still at your door. There are plenty of sellers out there waiting for the slightest chance […]