The Keys to Effective Strategic Account Planning: Develop and Implement a Proactive Strategy to Grow the Account
Velocity Magazine/SAMA – (PDF, 2.00 Mb)
The Keys to Effective Strategic Account Planning: Align the Supplier’s Objectives with the Customer’s
Velocity Magazine/SAMA – (PDF, 2.68 Mb)
The Keys to Effective Strategic Account Planning: Integrate and Balance Account and Opportunity Planning Processes
Velocity Magazine/SAMA – (PDF, 2.56 Mb)
The Keys to Effective Strategic Account Planning: Position and Differentiate Supplier’s Unique Value with Customer
Velocity Magazine/SAMA – (PDF, 846 Kb)
The Keys to Effective Strategic Account Planning: Assess and Strengthen the Account’s Most Strategic Relationships
Velocity Magazine/SAMA – (PDF, 1.59 Mb)
There’s a Better Way to Select Sales Training
Sales & Marketing Management Magazine – (PDF, 2.49 Mb)
How to Build Account Team Collaboration
Velocity Magazine/SAMA – (PDF, 509 Kb)
The Keys to Effective Strategic Account Planning: “Discover what the customer values most and validate it”
Velocity Magazine/SAMA – (PDF, 3.02 Mb)
The Keys to Effective Strategic Account Planning: “Define ‘What is a strategic account?’ and assess ongoing fit”
Velocity Magazine/SAMA – (PDF, 1.33 Mb)