Publisher's Synopsis
Know your customer. Grow your revenue. How do some companies build enduring, mutually benefi-cial customer relationships while others get stuck fighting for every deal? Above all, it's a matter of mindset. Most sales organizations sell to their customers, but the best collaborate with custom-ers and become their trusted advisors. In NOT JUST ANOTHER VENDOR, leaders from world-class Sales organizations share candid stories of what good and bad look like in selling. You'll get insights into how to use account planning to increase your short and long-term pipeline, win new business, and grow and defend revenue in your exist-ing accounts. By delivering real value, you'll realize bigger results for both your customers and your bottom line.
