The Sales Professional: Account planning tips for key accounts

The Sales Professional: Account planning tips for key accounts

ARE you getting the picture that planning and preparation are fundamental to your success? Is it clear that ad libs are for amateurs?

Continuing on the premise that great sales professionals are excellent tacticians, the account plan is last but — by far — not least.

The old 80/20 rule usually works out: "Key accounts" can generate about 80% of your success. Selling these 20% of your accounts — and keeping them sold —

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