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Ask a results-focused sales executive, "What do your salespeople need most right now?" and the answer will likely be, "Sales strategy! They need better account plans." This belief explains why so many companies invest heavily in sales strategy training, programs to help the sales team figure out the "Who, what, when, and why" of their deals: who they need to contact, what they need to accomplish, when they need to act, and why these actions matter.
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