In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry.
What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.
There is a direct correlation between effective account growth planning and sales success. In times like these, it’s of extreme importance to stay on top of your clients and help them get out on top of this crisis. Unfortunately, effective account planning isn't always easy and comes with challenges.