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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by Brian Sullivan, David Mattson

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CHAPTER 5Account Planning

Your efforts up to this point have helped ensure that you are focusing on the right prospects. Now, with the candidate accounts identified, you must build plans for each individual target. This is account planning.

SANDLER ENTERPRISE SELLING RULE

Hunt in packs.

Enterprise Roadmaps

Account planning in SES utilizes Sandler’s proprietary Growth Account Booster tool to create detailed roadmaps for each account.

These account-level roadmaps involve discovery, mapping, goal-setting, and execution—all designed to win, maintain, and grow specific enterprise clients. Your goal now, whether you are dealing with a brand new account to attain, an account you want to recapture, or a current keep or expand client, is to maximize ...

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