Mark and I dig into sales and the account development planning process. We'll go over best practices, along with the why and how of account planning.
Mark is the founder and principal of Wainwright Insight, a sales consultancy to professional services firms. Leveraging his 20 years of sales and marketing experience, Mark offers Fractional Sales Management to firms who sell their expertise. He bills himself as "a part-time sales manager to part-time salespeople" like architects, advisors, engineers, analysts, and other consultants who are skilled at their craft but often lack the organization and sales acumen that firms and individuals need to win new work and grow their practice.
Mark's Account Development Planning guide is available here to listeners:
His blog posts are available here: https://www.wainwrightinsight.com/account-development-plans/