Index
In this index, f denotes figure.
A
abundance perspective, 73
account development and retention, 16
account leaders, 27, 35, 37, 70–71
account maps, 31, 102, 104
account plan components
about, 28, 28f
action plan, 32
goals and strategy, 32
needs mapping and team alignments, 30–32, 31f
performance dashboard, 33
profile and position, 29–30
team support, 32–33
account plan execution, 27–28, 38–39
account plan finalizing, 38
account plan structure. See structure
account plan types
about, 39f
aspirational account plans, 41–42
pursuit plans, 42–44, 121–122
strategic account plans, 39–40
tactical account plans, 40–41
account plan vision, 26–27, 78–79
account planning. See also specific topics
attitudes toward, 1, 5–7
benefits of, 8
challenges, ...
Get Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
