"What is surprising, are the number of spectators on every account planning meeting! Mostly it’s only the sales person who is contributing. Is there a way where everyone could be a contributor?"
“We have so many people at the account planning table – all of them are committed to making the customer successful. However they are all talking at cross-purposes. I wish we had better clarity and alignment in how these different roles approach and contribute to account planning. ”
“It is easy to label white space as opportunity. What matters more, are the actions that every team member takes to turn these potential opportunities into qualified opportunities. Why is it that we have only the account rep taking up all of the actions?”