Sales - Account Planning
You've spent time in Opportunity Management and Sales Forecasting. You know which clients are the "top ten" probable sales - and you know how many sales you need to make to be profitable. Without account planning, your hard work may go to waste. Account planning is simply the act of applying a precise, project management approach to the individual client - and the sale. What are the benefits of a well-built account plan? As we've briefly discussed, account planning brings your Opportunity Management activities full circle. You've got your top possibilities and now you're going to create a specific plan to make the sale - and keep the client. ...
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