The document outlines the sales process from identifying potential accounts to pursue through retaining and growing customer relationships. It defines 8 stages of the process: 1) account research, 2) demand creation, 3) detailed discovery, 4) development and qualification, 5) presentation and formalization, 6) negotiations and close, 7) roll-out and implementation, and 8) retention and growth. For each stage it provides the objectives, success criteria, and recommended next steps to move an account through the sales pipeline from suspect to customer.