Develop account plans that sharpen your edge for each deal. Figure out which planning tasks make the biggest impact and how to assemble the right research.
Analyzing the Target Account’s Situation
Improve your account selection and forecasting by understanding your prospect’s reality from their point of view. Sellers must do really good due diligence to ensure that they understand the business and the challenges they are facing before they go into a presentation.
Listen to Emissary Advisor Paul Johnson, Former Chief of Global Security and Chief Information Security Officer of Papa John’s International: