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Introduction to Effective Strategic Account Planning
Author: Steve Andersen, Performance Methods Inc.
Presentation Handout | March 19, 2011
In today's competitive environment, strategic account managers cannot afford to waste time with fill-in-the-forms account planning. Instead, learn a deliberate approach to account planning that commits the entire extended account team to a realistic programme for the customer. Learn how to: * Identify key components of an actionable, value-focused account plan * Balance short-term revenue and long-term relationship goals * Focus your account planning process on what your customer values most * Benchmark your current account planning process against a set of industry stand
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