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Real Account Planning, by Steve Hoyle
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Chess is often regarded as one of the most complex of games, but is child's play when compared to real Account Management and real Account Planning. This handbook explains how it is a far more complex game and will give you the tools, techniques and tips to significantly improve your performance and results in this critical area. This book is not for everyone. You will only appreciate it if:
- You are engaged in complex Business to Business (B2B) sales
- You face tough competition in your market
- You want to generate more orders, revenues or margin for less effort and with lower risk, increasing your personal performance, success and take home pay
- You are interested in real life tools and techniques used by the best Account Managers rather than academic theory
- You want an approach that is based in the realities of today's New Norm of selling rather than 80's (or older) selling methods
- You want to be more in control of your business rather than your business controlling you
- Sales Rank: #2461227 in Books
- Published on: 2013-08-20
- Released on: 2013-08-20
- Original language: English
- Dimensions: 9.00" h x .50" w x 6.00" l,
- Binding: Paperback
- 200 pages
Most helpful customer reviews
1 of 1 people found the following review helpful.
Finally, A Practical Account Planning Book that Makes Sense!
By TomR
This is a great read. Instead of the traditional Account Management / Strategic Selling theories that are in most sales training books, Real Account Planning gives straight forward advice, tactics, case studies and actual tool templates to create actionable plans that work.
I found the Account Segmentation section especially useful to help me categorize my accounts so I can properly apply company resources where they will be most effective in order to win business. With the ever changing & increasing demands placed on sales people today, these account planning tools are to the point and easy to use. The case studies in each section brought the material to life in a real world way.
I highly recommend this as a must read to ensure your sales and account plans bring you more revenue as opposed to just taking up space on a sales manager's bookcase.
0 of 0 people found the following review helpful.
No Silver Bullets, just smart, tactical and strategic.
By RZ1826
This book reads exactly as the overview states...only for those that are serious about improving their game. It's not about silver bullets or any of that fox chasing, blue sheeting stuff...it's about understanding each move and knowing your opponents, teammates and the strategy well enough to consistently win and grow.
Give it to your sales team and be a part of their development.
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