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Essential Account Planning : 5 Keys for Helping Your Sales Team Drive Revenue by Mark Donnolo; O'Reilly for Higher Education (Firm) is a business book available to read on EtoBox.

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<p>Sales growth starts with planningSales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will likely involve six or more decision makers. That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning, sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time. Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. In this book, you'll learn how to: · Develop a consistent acc

Who reads Essential Account Planning : 5 Keys for Helping Your Sales Team Drive Revenue?

Author

Mark Donnolo; O'Reilly for Higher Education (Firm)

Publisher

American Society for Training & Development

Published

2017

Language

EN

ISBN

9781562867768

Category

business

Subjects

Business, Management

Rating

4.2 / 5 (11 ratings)

Updated

2026-03-14