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Join Christie Walters and Jeff Bajorek as they review books, interview thought leaders, and discuss topics critical to success in business and in life.  Certified by Sales Guru, Jeffrey Gitomer, Christie and Jeff have both dedicated their careers to helping others uncover their passion, unblock their path, and achieving greatness in sales and in life.

Jun 19, 2019

Are you developing a plan to make your next 10 sales? Have you developed a strategy to improve your prospecting? Is there a difference in those two things and if so, which should come first?

The debate is ON today on The Why and The Buy! Christie and Jeff debate the merits, differences, and semantics around developing a sales execution plan. 

PLUS! Christie gives some insight, based on her current experience, with planning as part of a team and how to best manage yourself within that plan to avoid falling into an accountability trap. 

Every sale is a plan and strategy realized...but which comes first? Get ready for some healthy debate between your two favorite podcast hosts. 

On today’s podcast…

0:43 - Just because there is a "no-show" doesn't mean there can be no show.

1:52 - Account strategy vs. account planning

6:40 - Accounts are like ogres and onions

9:45 - Can strategy and planning happen at the same time?

11:30 - Approaching new business opportunities with current customers as NEW business

13:15 - Planning as a part of a team

17:00 - Strategy and planning applied to golf

19:41 - Jeff proposes a third step: execution

23:42 - The danger of taking on too much accountability

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