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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.

This webinar is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

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More Subscriber-Only Resources From Our Library

  • Why Companies Lose or Win Strategic Sales

    What can analysis of over $6 billion worth of deals teach you about why companies win and lose sales? And what does the research say about the actions that can help you win more and lose less?

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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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  • Identifying Three Types of Customer Defection

    In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.

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  • Exposing Your Differential Value Step-by-Step

    From our best practice research, we’ve cut through the complexity of value-based selling to provide a simplified, step-by-step tutorial for understanding and exposing the differential value of your offerings.

    View This Tutorial