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Account Planning: Bring Your Customer Revenue Optimization Strategy to Life
You have a 60-70% chance of selling to a customer, and a 5-20% chance of selling to a prospect. While account planning can help you maximize revenue in prospect accounts, it holds even greater value in maximizing revenue in accounts you have already closed.
In this white paper you’ll discover:
The case for account planning:
- Increased pipeline and larger opportunities
- Enhanced sales strategy and execution
- Increased customer satisfaction
The critical steps it takes to develop an effective account plan:
- Identifying the ideal customer profile
- Developing segments and prioritizing accounts
- Understanding the people and problems