The TWM site is dead. If you click through you will be taken to the Internet Archive site to find an archived copy.
“… a practical guide to account management. It puts the reality into phrases such as building a business partnership a concept claimed by many companies but achieved by few. It tries to explain in usable terms what goes into an account plan and the other forms and processes of account management.
Using three continuing case studies, personal action points and accounts of actual successful (and failed) sales, this series will take you through the essence and detail of key account selling.”
Editor’s Note: this is a long, multi-part article that ranges from fairly useless to very insightful. I recommend a quick skim first and then a more careful reading of the material that interests you most. Personally, I found the “Planning the campaign”, “Qualifying the prospect”, “Sales Cycle” and “What is the customer thinking about you” parts to be the most useful.
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