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.
- It helps the account rep/account executive/account manager
- 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
- 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
- Document the Project Plan/Major
- 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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