https://www.businesswatchnetwork.com/rss en-us One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There was lots of valuable strategy to use, but very little support on the practical execution. (That was why we developed Dealmaker). Developing a plan has limited benefit unless you have the requisite tools and action plan to help you follow through. In this post, I give a short summary of an account planning approach and detail how you might think about your action plan. In my book Account Planning in Salesforce, I set out three basic themes or phases for your account plan, and if you are developing your plan for next year, you should keep these themes in mind... http://www.businesswatchnetwork.com/articles/1984 Tue, 06 Jan 2015 08:37:41 -0500 https://www.businesswatchnetwork.com/articles/1984-executing-your-2015-account-plan As you may know I published my most recent book - Account Planning in Salesforce - earlier this year. I am always nervous when I am launching a book. I put a lot of myself into it and, even with a topic like Account Planning, I find that my writing always seems to become infused with my values, my opinions and my beliefs. I really just don't know any other way and I wanted the readers to get value from the book. I want them to feel that the time they spent reading it was worthwhile. So, as you can imagine... http://www.businesswatchnetwork.com/articles/989 Wed, 16 Oct 2013 09:33:32 -0400 https://www.businesswatchnetwork.com/articles/989-realtime-honest-feedback-on-your-sales-proposals Knowledge is power! Having access to the best available information is a vital aspect of almost any operation, but especially important in the competitive sales environment. Here are key statistics... http://www.businesswatchnetwork.com/articles/988 Wed, 16 Oct 2013 09:32:59 -0400 https://www.businesswatchnetwork.com/articles/988-10-things-every-sales-manager-should-know-about-sales-performance-infographic