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Praise for ACCOUNT PLANNING in SALESFORCE Donal uncovers the vast advantages of Account Planning done right and shows how our own client intimacy approach has benefitted from getting closer to our customers. Patricia Elizondo, Senior Vice President, X erox Corporation Companies around the globe are transforming the way they connect with customers. ACCOUNT PLANNING in SALESFORCE contains valuable advice on how to use Account Planning methodology in Salesforce to accelerate revenue growth. It is a great example of how our partners are leveraging the power of the Salesforce platform to provide customers with the right tools to accelerate their success in the cloud. Ron Huddleston, Senior Vice President, ISV & Channel, salesforce.com Unlike most books on this topic, Donal grounds his recommendations in the context of modern B2B sales, where customers – armed with massive amounts of information and advice – can afford to engage salespeople later and later in the purchase decision. In this world, an insight-based approach must serve as the backbone of a powerful Account Plan. And, as Donal demonstrates, there are no shortcuts to getting this right. This book is required reading for those of us who want to keep selling and avoid the trap of order-taking. Matthew Dixon, Executive Director Sales & Service Practice, C EB and co-author of The Challenger Sale Even a dyslexic, A.D.D., former CEO like me found it to be a compelling relevant read … Love the statistical back up … Practical and relevant … I’ve turned around over a dozen sales teams in my career and the content provided in this book is the basis for that success. Daly nailed it! Ken Bado, former CEO, M arklogic and EVP, A utodesk
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