Catalyst Sale Podcast
Account Plan - a Tactical Discussion - 146
Jun 14, 2019 · 21 min
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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. 

  1. It helps the account rep/account executive/account manager maintain focus.
  2. It can be used as a project management tool.
  3. It can be used for reflection.
  4. It can support collaboration.
  5. It can be used as an Executive Summary.
Questions Addressed
  • 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 twitterfacebook or LinkedIn.

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Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit


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Catalyst Sale

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.


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