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Real Account Planning is a handbook for people involved in complex, competitive, B2B selling, who want to proactively drive orders, revenues, value received and the satisfaction of major clients.
Accompanied by various videos, articles as well as training and coaching workshops, Real Account Planning enables the implementation of simple to use but powerful planning principles.
You will notice that we regularly refer to chess - which is child's play in comparison to real complex B2B account management - look for the explanation in the resources section.
You may also be interested in visiting Real Sales Manager, the site which introduces the project that Steve Hoyle has been working on recently. Real Sales Manager includes a unique development programme for aspiring and new Sales Managers in complex B2b, featuring online, on-demand training intertwined with 1-1 coaching, plus a regular podcast.
In addition to account planning, Links Development offer a wide range of training and coaching services for account managers and sales leaders in complex B2B.
“A man who does not think and plan long ahead will find trouble right at his door.”
- Confuscius
WHAT THEY ARE SAYING ABOUT REAL ACCOUNT PLANNING
Steve has done an exceptional job of creating an easy to read and digestible book that offers the very best account management principles and sales strategies. Highly recommended!
Mark Petty, Managed Service Director, NextiraOne
A great consolidation of real world experience expressed in a pragmatic and easy to use format. Sales people are renown for their short attention span and tactical approach to planning. I do think this book and "real world" approach will help move more sales people to adopt a more strategic…
Government Business Development Director, VCE
I am delighted that Steve has managed to condense so much best practice and real examples into just 200 pages, excellent.
Tony Bulleid, Senior Sales Director EMEA, IneoQuest Technologies
A very well written book which describes many of the approaches and tools that I have implemented in a number of sales teams, helping them move from a reactive, transaction driven style to becoming much more proactive and consultative in their dealings with major accounts.
Perry Fawcett, Chairman, Derive Logic & serial Sales Director
Essential reading if you want to improve performance in your sales team. This book contains everything you will need to implement a practical account planning methodology in your sales organisation. It is well researched and based on solid, time proven principles which have been brought together in a single, easy…
Richard Pitt, Managing Director, Data Integration, and Xchanging company.
