The Target Account Selling Marketing Framework® tree Key Concepts

Leads Management & marketing focus

  • Marketing campaign development
  • Lead nurturing & qualification
  • End customer segmentation
  • Route-to-Market Strategy

Sales Management & direct sales focus

  • Confirm end customer satisfaction post-delivery to uncover additional business opportunities
  • Value Proposition development to meet end customer requirements
  • Understand end customer & identify customer needs
  • End customer account planning

Partner Management & indirect sales focus

  • Strategic Partner Relationships: how to plan, recruit, enable & measure partners to achieve joint business targets
  • Manage partners via partner portal & program