Advice From Experts

Throughout Essential Account Planning, we’ve looked at account planning in terms of how it fits within the context of the business, how each component functions, and how the many different teams within a company can facilitate the creation of an essential account plan. Use this book as a starting point as you begin your account planning process. It will provide you with the priorities and structures you can use to frame your approach. Refer to this book as a field guide as you work through the process with your team. Reflect upon the examples and stories about how other organizations conduct their planning to give your team ideas. The appendix has templates you can use directly for your plans. Feel free to modify ...

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