Not Just Another Vendor: How top sales leaders use Account Planning to build trust and grow revenue

by Nigel Cullington, Zoë Randolph, Paulo Sellitti

Know your customer. Grow your revenue. How do some companies build enduring, mutually benefi¬cial customer relationships while others get stuck fighting for every deal? Above all, it's a matter of mindset. Most sales organizations sell to their customers, but the best collaborate with custom¬ers and become their trusted advisors. In Not Just Another Vendor, leaders from world-class Sales organizations share candid stories of what good and bad look like in selling. You’ll get insights into how to use Account Planning to increase your short and long-term pipeline, win new business, and grow and defend revenue in your exist-ing accounts. By delivering real value, you’ll realize bigger results for both your customers and your bottom line. #AccountPlanning #TrustedAdvisor #B2BSales #NotJustAnotherVendor #AccountBasedSales

192 pages, Kindle Edition

Published May 10, 2023