Real Account Planning is the definitive handbook to help real Account Managers in complex B2B to develop account plans that will bring about real increased performance and results.
Discover what we mean by real account planning, as opposed to the thick set of forms or slides that you produce once a year to satisfy a boss, and then never refer to again. Consider why real account planning is vitally important in today's changed buying and selling environment.
The book covers the contents of an effective real account plan, the differences between Goals, Objectives, Strategy and Tactics, how to develop a robust plan, how to implement a real account planning culture, and how to extend the planning to working with partners as well as directly with customers.
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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.
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