Chess is often regarded as one of the most complex of games, but is childÕs play when compared to real Account Management and real Account Planning. This handbook explains how it is a far more complex game and will give you the tools, techniques and tips to significantly improve your performance and results in this critical area. This book is not for everyone. You will only appreciate it if:
¥You are engaged in complex Business-to-Business (B2B) sales
¥You face tough competition in your market
¥You want to generate more orders, revenues or margin for less effort and with lower risk, increasing your personal performance, success and take home pay
¥You are interested in real life tools and techniques used by the best Account Managers rather than academic theory
¥You want an approach which is based in the realities of todayÕs New Norm of Selling, rather than 80Õs (or older) selling methods
¥You want to be more in control of your business, rather than your business controlling you.