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Leading Edge Account and Territory Planning

Strategies and Tactics for Creating Realistic and Growth-Oriented Sales Plans

For many B2B companies, account and territory planning is often perceived as not much more than tactical busywork. But some leading edge sales operations are taking a radically different and more effective approach. In this on-demand training session, you'll learn:

  • What our SalesPulse research says about the state of account and territory planning in B2B.
  • Why it’s critically important to have account plans for every customer in your book-of-business.
  • How to use data analysis to uncover growth opportunities and create plans for capturing them.
  • How these innovative approaches are transforming day-to-day sales operations for the better.

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More Subscriber-Only Resources From Our Library

  • Generating More Sales from Existing Customers

    Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.

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  • Managing Multichannel Pricing

    In this on-demand webinar, you'll learn about market mapping, MAP policies, and other tactics and tips for minimizing the potential for channel conflict, reputational damage, and margin erosion.

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  • Getting Sales to Sell on Value

    Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.

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  • Making Change Happen

    How do you get an organization to move away from the status quo and actually embrace doing things differently? How do you foster true adoption, as opposed to merely forced compliance? Given the organizational dynamics involved, effective change management requires a more strategic approach.

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