Publisher's Synopsis
Virtually all of the large corporations I've worked with have each spent millions of dollars ($US) installing customised sales systems and account management processes. This booklet will give you a snapshot of the core wisdom you need to adopt a 'best-practice' account management system for a few pounds (UK) or dollars ($US). The contents embody and reflect my research, consulting, direct selling and coaching within global corporations over a twenty year period. The companies I worked directly for, or in a freelance capacity with, include: IBM, Cisco, Accenture, Xerox, Microsoft, American Express, Standard Chartered, BP and Reckitt Benckiser. During this period I've had the privilege to meet, work with and coach hundreds of top performers worldwide. I have applied this experience to design a series of single-page templates that combine to create an overall account management template for both a large and medium sized sales organisation. I have pared everything down to the core and most important wisdom necessary to facilitate a highly effective B2B relationships-based account management process.
