Account Strategy Decision-making Profitability Sales Leadership 
Brooks Group
DECEMBER 27, 2022
We often hear of sales managers tracking how many calls a salesperson makes without making a distinction between the type of calls being made. Prospecting calls, providing samples or demos, and presenting solutions to decision-makers are all examples. Their focus is on revenue, profitability, and market share.
Revegy
JULY 17, 2018
A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets. As a best practice, this revenue snapshot is a requirement in every key account plan.
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