We have been working with sales leaders in Fortune 1000 companies for more than 15 years. During that time alone there have been many books written on strategic account management and many training programs developed with the intent of helping salespeople become more effective when working with their top accounts. A few years ago, we were working with the vice president of sales at a large Fortune 1000 company. This person told us that he needed a way to help make the company’s strategic account management process more actionable. He wanted a way to help his team think and act strategically. He wanted his team to be more proactive in analyzing the multiple opportunities within a single account and be smarter in the way they put together ...

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