Tuesday Tip – B2B Account Plans – Video – Are you using your customers’ Annual Reports

23 Jan 2018

My Sales Academy – B2B Account Planning

When you’re completing your B2B Account Plans, are you reviewing your customers’ Annual Reports? Annual Reports usually contain huge amounts of the information you need to understand your customers’ challenges, business objectives and new initiatives. If you don’t have much time, just skip to the Chairman’s Statement – this is often a good summary of the business’ performance for the year, and their aspirations for the next year.

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