Account Territories Tools Training 
Sandler Training
SEPTEMBER 10, 2020
In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler. The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training.
Partners in Excellence
AUGUST 30, 2022
They were struggling with getting their people to develop and execute their account plans. They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be.
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Sales 2.0
MAY 1, 2023
Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. He says those may be replaced by more advanced models, like relationship-based account coverage. The key problem with the “best of breed” approach is integrating all the tools, so they communicate to each other.
Sales 2.0
FEBRUARY 15, 2023
Key account management is another great area for AI A second opportunity for AI is in key account management (and upselling.) and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” Paul agrees that some companies have too many sales tools. Do you agree with that?
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Partners in Excellence
MAY 6, 2021
As I reflected, I realized, as managers we would find it unacceptable for our people not to have account plans for their key accounts. It would be unacceptable for them not to have territory plans, maximizing the growth within their territories. The process is actually very similar to the account planning process.
Sales Training Connection
JANUARY 8, 2013
Key Account Executives Sales Training. Key Account” is a label used differently across companies, let’s define the term. Here we are talking about very large accounts, like National Accounts. In this post, we are focusing on companies who have a separate Key Account sales team.
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