Create Concise Account Plans - Save hours of work preparing account plans yet make them a more informative and effective tool for focusing resources and driving large account success.

Taking the Initiative - Take the risk out of high value, complicated sales. Get your prospect on your side, right from the beginning. Take control and keep it. Learn how to make your planning work for you.

Organisational Insight - Identify the right people, those who will become influential in the decision. Learn how to understand and allow for political factors. Uncover hidden friends and foes.

Power of Choice - Learn how to recognise individual decision-making styles. Take account of personality differences that affect the decision making process.

Who Really Decides - Follow a repeatable method to discover each step in a customer’s decision-making process, and how it will be taken.

Business Insight - Test business understanding and gain awareness of prospect business issues. Discover what you don’t know about your most familiar accounts.

Effective Relationships - Recognise your status with everyone involved and know what you should do about it. Learn how to identify unique value and present it to each individual.

Call High - Learn a proven method for getting the attention of board members. Get a positive response from the directors you approach. Gain access to the most important people in a sale and know what to say when you meet them.

Choosing What to Do - Use a proven quantitative analysis tool to prioritise opportunities and make better use of resources. Always know what you need to do next to drive a sale forward.

Lessons of Warfare - Learn the lessons history teaches, about winning in competition. Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage.

Competitive Counter Tactics - Recognise competitive initiatives and learn how to frustrate a competitor’s efforts to undermine your sales campaign.