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Sales Training for Account Management:
Account Planning based on the Customer Assessment

In the previous years I have been involved with many companies in training and coaching the account teams on their account planning.

One thing that became vey obvious is that there is a lot of knowledge available in the heads of the individual sales people, but they don't really share what they know about their accounts in a structured way with their colleagues.

Based on my experience i have developed a simple structure called the Customer Assessment that can really help sales people to structure what they know and immediately put that knowledge into action. Not just in their own teams, but also in their co-operation with partners and to share the information with the customer.

The Customer Assessment is a great vehicle to structure what we know about our customers, and is a tool that supports the team in their ongoing efforts to build pipeline (prospect) and to speed up the closability of their current opportunities.

If you want some more information on De Zwarte Consultancy's training offerings, don't hesitate to email me at

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