The Best Things I Learned in Training: The Account Plan

Whether Winning Account Strategies, TAS, or LAMP, having a plan for the enterprise accounts you are targeting is crucial to know who is doing what, with who and why

You fail to plan, you plan to fail

The best sales people I have seen are strategic orchestrators, brining in the right resources, people, ideas, information and insight to meet and exceed the client's goals and expectations

Who are the buyers in this account?

What roles do they play?

What does each of them value?

What is going on in their business?

Their industry or segment?

Who is for you or against you?

Who will coach you from the inside?

What is their timeline?

Who are your experts in the product?

In deployment / implementation?

What are your legal and financial requirements?

What incentives are at your disposal?

What relationships can you leverage to help you?

How and when will you communicate with the client? Your internal team?