Top Highlights

• There are six key areas to build market understanding: account base, economy, service structure and deployment, market patterns, competition, and affiliations/alliances.
• Territory value propositions connect the dots between what you do well and the accounts you target.
• Because of the quality research and planning you’ve done to this point, you know your target markets, your strengths, and the profiles of your clients and prospects.
• To bridge the gap, concisely communicating the pro forma value of what you will ultimately deliver to your targets is crucial.
• you know the typical pains and needs of an account in that space.