This caselet is about the depth of relationship with an account and spring of surprise landing in vendor jail aka “Procurement” responding to RFP. A typical case of tactical hobnobbing in the IT organization and losing out the “strategy” game at the board level. Strategic Account Planning and management is a power play that Sales professionals need to excel at and this caselet helps you address some of those key areas

You should invest in the caselet if you are any of the following: Sales Trainer, Sales Facilitator, Professor of Sales and Marketing, Key/ Strategic Account Manager, Client Partner