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    account growth planning execution

    Account Based Everything

    I’m somewhat amazed, but pleasantly so, about the sudden discovery of “Account Based Selling,” or as some refer to it, "Account Based Everything". It’s important for reasons beyond the “account based” focus, but at the same time, I have to chuckle at the apparent novelty of the concept.

    Can Your Salespeople Maximize Global Accounts?

    If your sales organization engages in complex sales to global companies, and you don’t have a strategic plan for maximizing those relationships, then the odds are that your sales team is leaving millions on the table.

    External Exposure