Build the Sales Relationships Way Before You Need Them Says Splunk's Bill Rowan

This is episode 687.

Read the complete transcription on the Sales Game Changers Podcast website.

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Today’s show featured an interview with Splunk VP for Public Sector Bill Rowan.

BILL’S TIP:  “A good account plan will have a combination of things that you understand, directions, strategies the account is following, but also let’s understand the gaps we might have in the account. What do we need to be working on today, next week, next quarter to continue to build relationships? That’s the portion I always want the team to come back with when they’ve done their account planning, is what have we discovered that we don’t really understand well enough about the account, whether it may be a new initiative, a new program coming under way, maybe a challenge with a competitor in a particular area that we can exploit. Understanding those pieces that we don’t understand, to me, is just as critical as the components that we do.”