Info

In Process Podcast

In Process: Conversations about Business in the 21st Century is presented by Trusted Counsel. Business involves constant change and challenges. In Process brings you weekly conversations with business experts on topics to provide new ideas, tools and techniques to help you and your business grow and succeed.
RSS Feed Subscribe in iTunes
In Process Podcast
2017
September
August
July
June
May
April
March
February


2016
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October
September
August


All Episodes
Archives
Now displaying: Page 1
Mar 23, 2017

We all know the best way to achieve sales goals is to set them and develop a plan, yet account planning is often hard to implement. A lot of avoidance psychology comes into play when we start thinking about account planning. Let’s face it, sales people…well…want to sell, hit their numbers, and make their goals. They often have difficulty directly connecting those types of results to spending the necessary time to develop and execute an effective account plan.

This week in In Process, Mark Donnolo, managing partner of SalesGlobe and author of "The Innovative Sale,” discusses how to combat approach avoidance when it comes to developing―and implementing―an effective account plan. He has a new book coming out in late May titled “Essential Account Planning: Five Keys for Helping Your Sales Team Drive Revenue.”

0 Comments