{"product_id":"essential-account-planning-9781562867768","title":"Essential Account Planning","description":"Sales growth starts with planning\u003cbr\u003e\u003cbr\u003eSales 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. \u003cbr\u003e\u003cbr\u003eThat'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. \u003cbr\u003e\u003cbr\u003eEach 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. \u003cbr\u003e\u003cbr\u003eIn this book, you'll learn how to: \u003cbr\u003e\u003cbr\u003e\u003cli\u003e Develop a consistent account plan structure. \u003c\/li\u003e\u003cli\u003e Create the habits and culture of an ongoing planning process.\u003c\/li\u003e\u003cli\u003e Navigate the politics that impede information sharing.\u003cbr\u003e\u003cbr\u003eMany salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today!\u003c\/li\u003e","brand":"Mark Donnolo","offers":[{"title":"Default Title","offer_id":48278448537851,"sku":"9781562867768","price":29.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0779\/3917\/9771\/files\/9781562867768.jpg?v=1772484863","url":"https:\/\/indiepubs.com\/products\/essential-account-planning-9781562867768","provider":"IndiePubs","version":"1.0","type":"link"}