is a straightforward activity-based approach that helps you establish
a preliminary understanding of the accounts you plan to do business
The goal of this ‘blueprint’
is to provide you with a tool that you can tailor to your personal
style and requirements that will help you to produce a consistent and
purposeful approach for identifying, collecting and organizing your
account knowledge with ease.
The purpose is to assemble account knowledge that you can use to
establish, sustain and extend access to the individuals who will
influence or decide the outcome of your sales campaign, to conduct
effective meetings, to build persuasive presentations, and that will
support your rationale for establishing or deepening a business
The intent of Account Knowledge
is to enable you to perform this fundamental sales activity on demand
with ease and consistency. To help you form productive habits that
will increase the likelihood of your sales achievement.
is designed to be easily integrated into your daily sales activities.
To achieve optimum results, tailor your
to meet your personal requirements and the given sales situation.