Please wait a few seconds while your cart is being loaded.

Login to see membership pricing and/or to see items you may have added using another computer or device

Please Wait...

To view or add items to your Wish List, please log in.

Not yet an ATD registered user? Click here to register.
Already registered? Click here to log in.

Essential Account Planning

5 Keys for Helping Your Sales Team Drive Revenue

By  Mark Donnolo

Sales growth starts with planning.

Sales 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 account plan structure. 
  • Create the habits and culture of an ongoing planning process.
  • Navigate the politics that impede information sharing.

Many 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!

 Tips from Mark Donnolo [Infographic]

ATD-Account Planning-Infographic

Pricing

Format Member List

$25.95

$29.95

$25.95

$29.95

Become a member or login to save $4

Author

Mark Donnolo

Mark Donnolo is managing partner of SalesGlobe and author of Essential Account Planning (ATD Press), The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results and What Your CEO Needs to Know About Sales Compensation. He focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of their customer-facing sales, marketing, and service organizations. His areas of focus include sales strategy, customer segmentation, channel strategy, sales organization design and deployment, performance management, and incentive compensation. Mark’s work spans several industries, including technology, telecommunications, business services, manufacturing, and financial services.

Book Details

ISBN: 9781562867768

Pages: 130

Pub Date: May 2017

Formats: Paperback, PDF

Product Code: 111707

Please Wait

Please wait while we are getting your account information.