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 approach to their work.
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 to digest volume. It is an essential read for all sales execs and managers alike. If implemented and used proactively, you will improve the efficiency and effectiveness of your sales team.
Richard Pitt, Managing Director, Data Integration, and Xchanging company.
There is only one reason to recommend this book to all serious sales people in complex B2B selling - you will be more successful and earn more money. I have worked with Steve in a number of sales teams to introduce the best practices that he has now put into real Account Planning, and every time it has galvanised a change in approach, from reactive to proactive and from tactical order takers to proper Account Managers generating significantly more revenues. You will put more into your pipeline by creating and shaping demand, and Improved qualification skills will enable you to focus on the right opportunities resulting in higher win rates.
Mario DiMascio, Director of Sales, Virgin Media Business
This book is a refreshing approach to a subject that is critical to the success of Enterprise and SME sales teams. It is not just a re-hash of the usual concepts, but clearly and concisely sets out how to maximise opportunities without having to ring wholesale changes.
Matt Brooker, Enterprise Sales Director, Maintel
This book reinforces many of the principles that we have been engaging in over the last few years; I've immediately ordered a copy for every member of the sales team.
Richard Wright, Sales Director, NextiraOne.
