Check Out Our Newest Books!

Mark on The Salesman Podcast

Mark Donnolo is an account planning expert and that's exactly what we're covering on today's episode of The Salesman Podcast. It perhaps sounds like a dry subject but an investment in account planning is the best bang for your buck way to ensure you end the year way over your sales quota.

In this episode Mark shares:

  • Why you need to plan out your current accounts and potential accounts on paper and not rely on the plan in your head
  • How account planning helps us to complete the jobs we have promised others we’re going to do
  • The importance of doing a SWOT analysis (internal strengths and weaknesses, as well as its external opportunities and threats) on your territory

Listen to the podcast here.