“After you complete your account research, present your findings and recommendations to the sales team. Discuss how marketing will support goals of the account team. Your research should uncover some new insights, especially in unpenetrated buying centers. The foundation of this meeting should be the creation of a handful of specific marketing objectives that might include the following:
- Educate influencers within the account on best practices for their currently installed products
- Develop relationships with senior executives across the supply chain group
- Generate 10 appointments in the procurement line of business
- Create a sales accepted opportunity for your latest marketing product
After sales is bought into your strategic objectives (and understands what you won’t be doing as a result of the investments you will be making), schedule a followup meeting for presenting the specific tactics to be used.”
More details when you click through.