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