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Developing Prescriptive Account Plans

Seven Steps for Creating Account Development Plans Designed to Capture Specific Growth Opportunities

Developing effective, action-oriented account plans is not an easy thing to do. If it were easy, sales research studies wouldn't report that less than 30% of companies are actually doing it. In this tutorial, you will learn about:

  • How to use your customers' historical purchasing patterns to gain an understanding of the elusive "overall wallet spend."
  • How to identify and quantify the two different types of organic growth opportunities that exist across your entire customer base.
  • How to prioritize the opportunities and develop prescriptive territory- and account-level plans focused on specific actions.
  • How to close the loop on each element of the plan and gather intelligence that can be used to improve the process.

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