The Account Plan - a Tactical Discussion
This is the third in a series of discussions around tactics. This week we discuss the tactical side of building an Account Plan.
The Account Plan is a living, breathing document, it is not static. It serves multiple purposes.
- It helps the account rep/account executive/account manager maintain focus.
- It can be used as a project management tool.
- It can be used for reflection.
- It can support collaboration.
- It can be used as an Executive Summary.
- Why do we use an Account Plan?
- Where do we start with the Account Plan?
- How can the Account Plan support onboarding a new rep?
- What are the major components that make up the account plan?
- Where do the Call Plan, Account Plan, and Territory Plan fit into the Catalyst Sale approach?
The Catalyst Sale Account Plan
- Start with Why - Why does it make sense for the customer and the organization to enter into a business relationship.
- Document the Project Plan/Major Milestones
- Capture the Story - Who, What, Why, When, How - Identify the Stakes
- Possible Impact Questions
Call to Action
How do you apply Account Planning in your current role? Share your feedback and approach with us via twitter, facebook or LinkedIn.
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In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.
Sales is a Thinking Process.