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EPISODE 25 - The Power of Simplified Account Planning A Guide to Opening Doors
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About The Guest(s):
Amar and Jamie are the hosts of the Get More at Bats Podcast, where they provide guidance and strategies for account executives and account-based sellers to build more pipelines. With ten years of experience in the market, they have observed that many account executives do not effectively engage in account planning.
Summary:
Amar and Jamie discuss the importance of account planning and provide a simplified approach to creating a high-level account plan. They emphasize the need for account plans to be concise and easily understandable by sales leadership and other stakeholders. The key components of an effective account plan include understanding the "why" behind targeting a specific account, gathering relevant information about the account, determining the execution strategy, and identifying key individuals within the buying committee.
Key Takeaways:
- Account plans should be condensed and easily shareable to gain buy-in from sales leadership and other stakeholders.
- The four key questions to ask when creating an account plan are: why are you targeting the account, what information have you gathered about the account, how will you execute your strategy, and Who are the key individuals within the buying committee?
- Salespeople should focus on a small subset of accounts where they can potentially gain more value and create space in their calendars to prioritize these accounts.
Connect with Jamie and Amar
- Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
- Amar Sheth: https://www.linkedin.com/in/amarsheth/
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