2018 Account Planning Account Strategy Prioritization 
Miller Heiman Group
JANUARY 31, 2019
The 2018 Buyer Preference Study underscores this point: 57.7 Being buyer-centric with existing accounts requires excellent account planning. Account planning goes beyond simply renewing existing products or a list of future products to present to the buyer. percent saying that all sellers are equal.
PandaDoc
APRIL 21, 2023
Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. While it may seem like it from an altruistic perspective, treating all accounts fairly isn’t actually a viable key account strategy and doesn’t guarantee a successful relationship with your top portfolios.
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