May 2017
Beginner
130 pages
3h 17m
English
Content preview from Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue
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Appendix 5
Account Map andTeam Alignments
These charts help identify whom you know at the customer company and whom you do not. The Account Map chart helps paint a clearer picture of your relationship with a client point of contact and how your sales team might provide solutions to that person. The Team Alignments chart maps executives at the customer company to people at your company. For example, if Paul Adams is the president of the customer company, you might need to pull in Charlie Cooper, the president of your company, to help build the relationship.
Account Map
Team Alignments
Directions: In the first column, list executives at the ...
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