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Plan, Plan, Plan for Every Account
- 1. Plan, Plan, Plan for Every Account Heather Durden, salesforce.com Tom Jordan, Endeca Jeff Guillot, Hoover’s Track: Sales Executives
- 12. “ No plan survives contact with the enemy.” Field Marshal Helmut Von Moltke
- 34. Account Planning - PRIORITIZE Prioritize Customer Need Prioritize Sales Potential Prioritize Sales Activity
- 36. Account Planning - MEASURE IDENTIFY and Import Similar Prospects MEASURE Operational Sales Metrics PRIORITIZE Using Tactical and Strategic Metrics
- 38. QUESTION & ANSWER SESSION Tom Jordan Sr. Manager, Business Operations Jeff Guillot EVP, Product & Technology