Sales

Gartner Glossary

Account Planning

Account planning is the process of mapping out important details about a new prospect or existing customer, including information about their decision-making process, the companies you're competing with to close them and the overall strategy to win them over, retain and grow them.

Learn how to build a world-class key account program

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Related Terms

Account Management

Business Development

Business to Business (B2B) Buying Process

Business to Business (B2B) Sales

Buyer Enablement

Challenger Sale

Channel Management

Chief Revenue Officer (CRO)

Chief Sales Officer (CSO)

Account Management

Business Development

Business to Business (B2B) Buying Process

Business to Business (B2B) Sales

Buyer Enablement

Challenger Sale

Channel Management

Chief Revenue Officer (CRO)

Chief Sales Officer (CSO)

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