Page 20 - BOSC-P (2019) - Business Outcome Selling - 2 days
P. 20
Account Focused Planning (TAM-led)
Research
Connect
Educate
Customer Portrait Social Selling Tools → Avention & Account Planning
Cisco Business Intelligence LinkedIn Sales Navigator Template
Ensure the top 20% of your accounts
Are you penetrating a high portion of What are the key industry trends have an account plan that is built
your customers wallet? What identified? What line of business
business solutions focus will you contacts can you identify, connect together with your extended team
(architecture, marketing, partner,
apply based on the heat-map with & educate? What drives your services, capital etc..). Ensure the
recommendations? particular Vertical?
completed version is uploaded to CRM
