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Develop Account Plans Together To Close. When teams use account plans they develop a deeper understanding of their clients needs and pain points. Dont just focus on money.
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OK so this is the exciting part. They bring together critical information about your customer your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success. Heres how to create them.
The importance of a plan to address the last-mile of a sales cycle cannot be overstated.
Keep in mind that these practices may need the same amount of overhaul as the processes and tools discussed in the previous section. They bring together critical information about your customer your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success. Your sales team needs account plans. Or you may just need to put it in the too hard basket and come back to it later.
