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EPISODE 49 - Account Planning: Transforming Customer Success Teams
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About the Hosts:
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Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.
Amar Sheth, Co-Founder & COO of Pipeline Signals, specializes in scaling pipelines for revenue teams through Signal Sales Intelligence. His expertise in training and data analytics has significantly improved pipeline and win rates for over 500 global customers, including Microsoft and Intel.
About the Guest(s):
Brad Childress is an experienced sales consultant with a strong background in software sales. As the co-founder of The Complex Sale, a company he started with Rick Page in the 90s, Brad has spent over 16 years honing his expertise in account planning, opportunity planning, and sales coaching. His current work involves helping sales teams develop more effective account and opportunity plans to drive sales success.
Summary:
In this episode, Brad Childress discusses the challenges faced with account planning tools, emphasizing the importance of understanding the strategic aspects of an account. He emphasizes the need to shift salespeople's focus from operational fixes to connecting these solutions with the strategic initiatives of the client's company. Brad emphasizes the significance of strategic literacy and highlights the value of provoking salespeople's thinking to identify growth opportunities within accounts.
Key Takeaways:
- Account planning should align with the strategic direction of the client's business.
- The focus should be on connecting operational solutions with strategic initiatives to drive growth.
- Salespeople need to develop strategic literacy to understand how their offerings impact the client's core business objectives.
- The reluctance towards account planning can be overcome by educating salespeople on the purpose and value of strategic thinking.
- Effective account planning tools should prompt creativity, channel knowledge, and focus on growth opportunities.
Connect with Jamie, Amar, and Brad Childress
- Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
- Amar Sheth: https://www.linkedin.com/in/amarsheth/
- Brad Childress: https://www.linkedin.com/in/bradchildress/
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