Sales professionals must learn to identify the “white space” in the customer’s account. That is, they identify and create opportunities by positioning solutions that align with the customer’s goals, challenges, and initiatives.
Download this white paper to learn why strategic account planning is the new sales imperative. We examine how a pragmatic and structured approach succeeds in a world of bigger players. We discuss:
- Why Strategic Account Planning Matters
- The Guiding Principles behind Strategic Account Planning
- Putting Strategic Account Planning into Practice