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

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Index

Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

Account(s), ix

in client/prospect profile development phase, 13–17

enterprise roadmaps for, 23–24

streams of business opportunities from, 66

Account base, 6

Account planning phase, 23–28, 193

Accountability:

RACI accountability system, 26–27, 125, 149–150

Team Storm Tool, 197–198

Action plans, crafted to individuals, 61–62

Affiliations/alliances, 7–8

Agendas, in up-front contracts, 64–65

Agreement, on ground rules, 63–66, 70

Agreement and transition phase, 167–171

Allen, David G., 131

Analysis and assessment phase, 9–12 ...

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