187: The Importance of Account Planning
The Predictable Revenue Podcast
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How Do We Prioritize Who We're Going After?
Sally Kohn: How do we prioritize who we're going to be going after and going after when we're talking about people just sounds really creepy? I've tracked that. The simple answer is, you know, who has the spend that you want to go get? And that might be longer, longer data than the actual sale play you run around because I got to get to Sally to create a relationship in order to run a sales play. She says one of the most successful relationship plays out there is called hug and chugbeards. "It's forced us off to rethink what does it mean to have a relationship or build a relationship with someone"
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