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Account Focused Planning (TAM-led)

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

                                                 particular Vertical?
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