# PLAN to WIN tweet Book01: Build Your Business thru Territory and Strategic Account Planning
Book Details
Author(s)Ron Snyder, Eric Doner
PublisherTHINKaha
ISBN / ASIN1616990686
ISBN-139781616990688
CategoryBusiness & Economics
MarketplaceFrance 🇫🇷
Description
A sound territory/strategic account plan is essential to make the best use of your limited time and resources--especially in business-to-business selling. And, the effective execution of your plan will enable you to produce better results. To help accomplish your goals in this challenging environment, this book explores a broad range of sales strategy topics focused on developing and executing a winning plan, including:
- Leveraging industry trends in your market segment, geography, and vertical industry segment
- Growing high leverage customers
- Penetrating new accounts, such as high-probability target prospects
- Working with partners to improve results
- Developing and implementing your action plan
- Ensuring the right level of management engagement
If you are an account manager, the material in this book will enable you to:
- Create insightful and achievable territory and target account plans
- Enhance or improve existing plans
- Develop and deploy winning strategies to penetrate and retain key accounts
- Improve your time and territory management for maximum return
- Adopt/adapt proven planning tools into current practices
- Provide better sales coaching to your sales team on planning techniques
- Better monitor your sales team's leading indicators, wins and losses to respond quickly, and fine-tune your approach
- Improve sales and marketing alignment
- Manage change to enhance your team's sales productivity
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