Essential account planning :: 5 keys for helping your sales team drive revenue /
Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will li...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Körperschaft: | |
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Alexandria, VA :
ATD Press,
[2017]
|
| Ausgabe: | 1st edition. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will likely involve six or more decision makers. That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning, sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time. Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. In this book, you'll learn how to: Develop a consistent account plan structure. Create the habits and culture of an ongoing planning process. Navigate the politics that impede information sharing. Many salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today! |
| Beschreibung: | Includes index. |
| Beschreibung: | 1 online resource (1 volume) : illustrations |
| ISBN: | 9781562867775 1562867776 |
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| 245 | 1 | 0 | |a Essential account planning : |b 5 keys for helping your sales team drive revenue / |c Mark Donnolo ; foreword by Tim Sanders. |
| 246 | 3 | |a Five keys for helping your sales team drive revenue | |
| 250 | |a 1st edition. | ||
| 264 | 1 | |a Alexandria, VA : |b ATD Press, |c [2017] | |
| 264 | 4 | |c ©2017 | |
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| 520 | |a Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will likely involve six or more decision makers. That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning, sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time. Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. In this book, you'll learn how to: Develop a consistent account plan structure. Create the habits and culture of an ongoing planning process. Navigate the politics that impede information sharing. Many salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today! | ||
| 542 | |f Copyright © ATD 2017 |g 2017 | ||
| 550 | |a Made available through: Safari, an O'Reilly Media Company. | ||
| 505 | 0 | |a Intro -- Title Page -- Copyright -- Contents -- Foreword -- Introduction -- 1. Why Do You Need Account Plans? -- 2. Use the Right Structure -- 3. Set the Goal -- 4. Create the Habits -- 5. Understand the Politics -- 6. Think Big -- Conclusion -- Appendix 1. Competitive Landscape -- Appendix 2. Customer Challenges and Priorities -- Appendix 3. SWOT Analysis -- Appendix 4. Needs by Division -- Appendix 5. Account Map and Team Alignments -- Appendix 6. Offer White Space Map -- Appendix 7. Goal Build by Opportunity -- Appendix 8. Strategy and Action Plan by Opportunity -- Appendix 9. Team Commitments -- Appendix 10. Budget and Forecast -- Appendix 11. Pursuit Scoring Matrix -- Appendix 12. Sources of Growth Calculation -- Appendix 13. Essential Account Planning Report Card -- Acknowledgments -- About the Author -- Index -- Back Cover. | |
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| 650 | 0 | |a Teams in the workplace. |0 http://id.loc.gov/authorities/subjects/sh85148150 | |
| 650 | 0 | |a Sales. |0 http://id.loc.gov/authorities/subjects/sh85116717 | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 6 | |a Équipes de travail. | |
| 650 | 6 | |a Vente |x Droit. | |
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| 776 | 0 | 8 | |i Print version: |a Donnolo, Mark. |t Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue. |d [Place of publication not identified] : Association for Talent Development : Association For Talent Development, 2017 |z 1562867768 |z 9781562867768 |w (OCoLC)976165250 |
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| contents | Intro -- Title Page -- Copyright -- Contents -- Foreword -- Introduction -- 1. Why Do You Need Account Plans? -- 2. Use the Right Structure -- 3. Set the Goal -- 4. Create the Habits -- 5. Understand the Politics -- 6. Think Big -- Conclusion -- Appendix 1. Competitive Landscape -- Appendix 2. Customer Challenges and Priorities -- Appendix 3. SWOT Analysis -- Appendix 4. Needs by Division -- Appendix 5. Account Map and Team Alignments -- Appendix 6. Offer White Space Map -- Appendix 7. Goal Build by Opportunity -- Appendix 8. Strategy and Action Plan by Opportunity -- Appendix 9. Team Commitments -- Appendix 10. Budget and Forecast -- Appendix 11. Pursuit Scoring Matrix -- Appendix 12. Sources of Growth Calculation -- Appendix 13. Essential Account Planning Report Card -- Acknowledgments -- About the Author -- Index -- Back Cover. |
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| spelling | Donnolo, Mark, author. http://id.loc.gov/authorities/names/n2012065993 Essential account planning : 5 keys for helping your sales team drive revenue / Mark Donnolo ; foreword by Tim Sanders. Five keys for helping your sales team drive revenue 1st edition. Alexandria, VA : ATD Press, [2017] ©2017 1 online resource (1 volume) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier text file Includes index. Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will likely involve six or more decision makers. That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning, sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time. Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. In this book, you'll learn how to: Develop a consistent account plan structure. Create the habits and culture of an ongoing planning process. Navigate the politics that impede information sharing. Many salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today! Copyright © ATD 2017 2017 Made available through: Safari, an O'Reilly Media Company. Intro -- Title Page -- Copyright -- Contents -- Foreword -- Introduction -- 1. Why Do You Need Account Plans? -- 2. Use the Right Structure -- 3. Set the Goal -- 4. Create the Habits -- 5. Understand the Politics -- 6. Think Big -- Conclusion -- Appendix 1. Competitive Landscape -- Appendix 2. Customer Challenges and Priorities -- Appendix 3. SWOT Analysis -- Appendix 4. Needs by Division -- Appendix 5. Account Map and Team Alignments -- Appendix 6. Offer White Space Map -- Appendix 7. Goal Build by Opportunity -- Appendix 8. Strategy and Action Plan by Opportunity -- Appendix 9. Team Commitments -- Appendix 10. Budget and Forecast -- Appendix 11. Pursuit Scoring Matrix -- Appendix 12. Sources of Growth Calculation -- Appendix 13. Essential Account Planning Report Card -- Acknowledgments -- About the Author -- Index -- Back Cover. Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Teams in the workplace. http://id.loc.gov/authorities/subjects/sh85148150 Sales. http://id.loc.gov/authorities/subjects/sh85116717 Ventes Gestion. Équipes de travail. Vente Droit. BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Sales fast Sales management fast Teams in the workplace fast O'Reilly for Higher Education (Firm) http://id.loc.gov/authorities/names/no2019072472 has work: Essential account planning (Text) https://id.oclc.org/worldcat/entity/E39PCGcXmHffbkx4DycYTTfrdP https://id.oclc.org/worldcat/ontology/hasWork Print version: Donnolo, Mark. Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue. [Place of publication not identified] : Association for Talent Development : Association For Talent Development, 2017 1562867768 9781562867768 (OCoLC)976165250 FWS01 ZDB-4-EBU FWS_PDA_EBU https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1522331 Volltext |
| spellingShingle | Donnolo, Mark Essential account planning : 5 keys for helping your sales team drive revenue / Intro -- Title Page -- Copyright -- Contents -- Foreword -- Introduction -- 1. Why Do You Need Account Plans? -- 2. Use the Right Structure -- 3. Set the Goal -- 4. Create the Habits -- 5. Understand the Politics -- 6. Think Big -- Conclusion -- Appendix 1. Competitive Landscape -- Appendix 2. Customer Challenges and Priorities -- Appendix 3. SWOT Analysis -- Appendix 4. Needs by Division -- Appendix 5. Account Map and Team Alignments -- Appendix 6. Offer White Space Map -- Appendix 7. Goal Build by Opportunity -- Appendix 8. Strategy and Action Plan by Opportunity -- Appendix 9. Team Commitments -- Appendix 10. Budget and Forecast -- Appendix 11. Pursuit Scoring Matrix -- Appendix 12. Sources of Growth Calculation -- Appendix 13. Essential Account Planning Report Card -- Acknowledgments -- About the Author -- Index -- Back Cover. Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Teams in the workplace. http://id.loc.gov/authorities/subjects/sh85148150 Sales. http://id.loc.gov/authorities/subjects/sh85116717 Ventes Gestion. Équipes de travail. Vente Droit. BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Sales fast Sales management fast Teams in the workplace fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85116729 http://id.loc.gov/authorities/subjects/sh85148150 http://id.loc.gov/authorities/subjects/sh85116717 |
| title | Essential account planning : 5 keys for helping your sales team drive revenue / |
| title_alt | Five keys for helping your sales team drive revenue |
| title_auth | Essential account planning : 5 keys for helping your sales team drive revenue / |
| title_exact_search | Essential account planning : 5 keys for helping your sales team drive revenue / |
| title_full | Essential account planning : 5 keys for helping your sales team drive revenue / Mark Donnolo ; foreword by Tim Sanders. |
| title_fullStr | Essential account planning : 5 keys for helping your sales team drive revenue / Mark Donnolo ; foreword by Tim Sanders. |
| title_full_unstemmed | Essential account planning : 5 keys for helping your sales team drive revenue / Mark Donnolo ; foreword by Tim Sanders. |
| title_short | Essential account planning : |
| title_sort | essential account planning 5 keys for helping your sales team drive revenue |
| title_sub | 5 keys for helping your sales team drive revenue / |
| topic | Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Teams in the workplace. http://id.loc.gov/authorities/subjects/sh85148150 Sales. http://id.loc.gov/authorities/subjects/sh85116717 Ventes Gestion. Équipes de travail. Vente Droit. BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Sales fast Sales management fast Teams in the workplace fast |
| topic_facet | Sales management. Teams in the workplace. Sales. Ventes Gestion. Équipes de travail. Vente Droit. BUSINESS & ECONOMICS Industrial Management. BUSINESS & ECONOMICS Management. BUSINESS & ECONOMICS Management Science. BUSINESS & ECONOMICS Organizational Behavior. Sales Sales management Teams in the workplace |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1522331 |
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