Or to put it more accurately, it is the account planner’s fiftieth birthday. Looking at it another way, let’s say it will be fifty years since the first account planner strode proudly through the ...

When it comes to bringing value to an account, the importance of listening can’t be underestimated. “It’s critical to begin every client relationship with a focus on the client’s business versus ...

The future of strategy: Account planning's legacy In this article, Paul Feldwick, former planner at BMP/DDB, discusses what the legacy of the 'planning revolution' is today and what aspect of it, ...

2023 is not going to be an easy run for enterprise sales leaders and teams. Growth is the number one driver of shareholder return, and sales is under intense pressure to increase revenue per ...

Account managers these days are often juggling between different applications and digital tools. This leads to data and intelligence being stored in silos. When it comes to account planning, a lot of ...

Editor’s Note: This article was reprinted from Ed Slott’s IRA Advisor Newsletter, October 2025 Issue (© 2025). Winter is in the air, and the final few months of 2025 are upon us. This is a critical ...