REVISITED: #7 – What is Purpose-led Account Planning?

The Sales Transformation Podcast

This week on The Sales Transformation Podcast we’re revisiting another early episode on key account management ahead of GST XIX in November. In this episode Phil sat down with Alf Janssen and Darragh Power from SAP to talk about how “purpose” can play a key role in account planning.

Original episode description:

How many of us practice ‘Purpose-led Account Planning’ or even know what it is?

Dr Phil Squire is joined by Alf Janssen, Sales Director Strategic Accounts for SAP NL and Darragh Power, Sales Acceleration and Leadership Programs for SAP. The three discuss the idea of purpose-led account planning and how this notion connects with a company’s purpose and profitability.

They explore:

• The difference between purpose and objectives
• What the current pandemic is doing to purpose-led account planning strategies right now
• The level of interest for purpose-led account planning from millennials and Gen Z
• How salespeople can get into a purpose-driven mindset

Connect with Philip Squire on LinkedIn

Connect with Alf Janssen on LinkedIn

Connect with Darragh Power on LinkedIn

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