#PLAN to WIN tweet: Strategic Territory and Account Planning

A sound territory/strategic account plan is essential to make the best use of your limited time and resources--especially in business-to-business selling. And, the effective execution of your plan will enable you to produce better results. To help accomplish your goals in this challenging environment, this book explores a broad range of sales strategy topics focused on developing and executing a winning plan, including:

• Leveraging industry trends in your market segment, geography, and vertical industry segment
• Growing high leverage customers
• Penetrating new accounts, such as high-probability target prospects
• Working with partners to improve results
• Developing and implementing your action plan
• Ensuring the right level of management engagement

#PLAN to WIN tweet is designed to help new and experienced sales people and sales managers do a better job of territory planning, strategic account planning, and partner management. Further, the methods outlined will enable readers to dramatically improve their sales effectiveness and results.

If you are an account manager, the material in this book will enable you to:

• Create insightful and achievable territory and target account plans
• Enhance or improve existing plans
• Develop and deploy winning strategies to penetrate and retain key accounts
• Improve your time and territory management for maximum return

If you are a sales manager, this book will help you:

• Adopt/adapt proven planning tools into current practices
• Provide better sales coaching to your sales team on planning techniques
• Better monitor your sales team's leading indicators, wins and losses to respond quickly, and fine-tune your approach
• Improve sales and marketing alignment
• Manage change to enhance your team's sales productivity

About the Authors

Ron Snyder is President of Plan2Win Software, providing territory, account and pre-call planning applications that run in SalesForce.com, and Breakthrough, Inc, a sales consultancy that enables companies to accelerate sales by improving sales effectiveness. For over twenty years, Ron has helped companies improve results in competitive, high-value, complex selling environments. Before that, at Hewlett-Packard, Ron was a top-ranked sales person, manager in the field sales organization and a marketing manager, bringing products to market. He has also worked as a product designer and engineering project manager. Ron holds a Bachelors Degree and Masters Degree in Engineering Design from Tufts University and an MBA from Northeastern University.

Eric Doner is the founder of Achievement Training Associates, a consulting firm that helps organizations align and leverage people and processes to improve performance. His career spans over twenty-five years of success in sales, marketing and training & development. Eric has held positions with Dun & Bradstreet, BASF, Compuware and the American Management Association. He served as President of the Silicon Valley American Marketing Association and Sales & Marketing Executives of Cleveland, OH. Eric has published articles and led seminars on Sales Management, Sales Coaching and Customer-Focused Selling. He earned his BSBA at Bowling Green State University and completed postgraduate work in adult learning, human performance development and instructional technology.