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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

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  2. Account Plan - a Tactical Discussion - 146

Account Plan - a Tactical Discussion - 146

Jun 14, 2019

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 twitter, facebook or LinkedIn.

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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.