Account Planning: Why You Can't Afford Not To

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Colin Campbell

Peter Chun

Kevin "KD" Dorsey

58 min read

Account Planning: Why You Can't Afford Not To

Sales Hacker

The CSO Insights 2018-2019 Sales Performance Report found that account planning helps organizations to capture new accounts and grow existing ones. Account planning that "exceeds expectations" resulted in 59% win rates and 62% quota attainment. Yet, despite such obvious benefits, many companies are not account planning

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