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Elements That Differentiate Strategic Account Planning (Analog Devices)
Author: George Smalanskas, Analog Devices; Mike Peters, Whitespace Consulting
Presentation Handout | May 15, 2011
Analog Devices utilizes a 10-step account planning process to connect to overarching business plans within the company, drive investment decisions and align internal resources. In this interactive session, attendees will participate in examining the key elements within their own account planning process as well as view examples of real account plans to tangibly understand the entire process. Learn how to: * Demonstrate how multifunctional teams work collaboratively to create account plans * Define the key roles and responsibilities of team members * Share key concepts such as moving from transactional to collaborative to strategic and what it means to "move left" within the selling cycle
Available to SAMA members only
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