Sales & Major Account Planning Toolkit

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Sales & Major Account Planning Toolkit Powered By Docstoc
					Major Account Planning Toolkit

   Account Profiling & Session Prep
      Account Profile
      Account Goals and Partnership worksheet
                                                                                 2
      Session Discussion Points
   Organizational Analysis Tools
      Enterprise Organization Worksheet
      Account Issue Analysis and Strategic Pain
       Worksheet
      TIPS Worksheet                                                            4
      “Mission” Analysis Worksheet
      General Value Statement Worksheet
      Value Proposition for Partnership & Action
       Planning Worksheet
   Relationship Analysis Tools
     Key Relationship Map                                                       13
     Key Relationships Worksheet
   Opportunity Management Analysis Tools
      Competitive Analysis Worksheet
      Competitive Landscape Tool                                                18
      Opportunity Analysis Worksheets
      Account Goals and Objectives Worksheet




                HarrisonGray Consulting Major Account Planning Toolkit – V 1.0
                                                                                      MAP Toolkit 1
Account Profile
                                                                               STRATEGIC ACCOUNT PLANNING PREPARATION TOOL

CLIENT TEAM:                                                                                                                                         LAST UPDATE:


CLIENT NAME/BUSINESS UNIT:

CLIENT’S BUSINESS DESCRIPTION:


     INTEGRATION HIERARCHY – OUR CURRENT CLIENT RELATIONSHIP                                                                   OUR FUTURE CLIENT RELATIONSHIP GOALS

                                                                         
				
DOCUMENT INFO
Description: Step by step detailed Major Sales Account planning and strategizing toolkit / templates. 25 pages of worksheets and guidance for going after the big accounts. Table of Contents: Account Profiling & Session Prep •Account Profile •Account Goals and Partnership worksheet •Session Discussion Points Organizational Analysis Tools •Enterprise Organization Worksheet •Account Issue Analysis and Strategic Pain Worksheet •TIPS Worksheet (Trends Implications Possibilities Solutions) •“Mission” Analysis Worksheet •General Value Statement Worksheet •Value Proposition for Partnership & Action Planning Worksheet Relationship Analysis Tools •Key Relationship Map •Key Relationships Worksheet Opportunity Management Analysis Tools •Competitive Analysis Worksheet •Competitive Landscape Tool •Opportunity Analysis Worksheets •Account Goals and Objectives Worksheet
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