Developing Prescriptive Account Plans
Seven Steps for Creating Account Development Plans Designed to Capture Specific Growth Opportunities
Developing effective, action-oriented account plans is not an easy thing to do. If it were easy, sales research studies wouldn't report that less than 30% of companies are actually doing it. In this tutorial, you will learn about:
- How to use your customers' historical purchasing patterns to gain an understanding of the elusive "overall wallet spend."
- How to identify and quantify the two different types of organic growth opportunities that exist across your entire customer base.
- How to prioritize the opportunities and develop prescriptive territory- and account-level plans focused on specific actions.
- How to close the loop on each element of the plan and gather intelligence that can be used to improve the process.
This tutorial is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Digging for Gold by Analyzing Wins and Losses
How many companies really understand why they lose deals...or why they win? In this expert interview, Rick Reynolds of AskForensics discusses lessons learned from win/loss analysis of nearly $12 billion worth of business.
View This Interview -
Competitive Insights for More Strategic Selling
For strategic selling, playing against your competitors' features, functions, and price-points isn't enough. This video guide explains how to win more often by gaining a much deeper understanding of your competitors.
View This Guide -
The Marketing Research Analysis Guide
The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.
View This Tool -
Essential Sales Ops Roles
While there's only one Sales Ops title on the business card, there are actually many different "jobs within the job." And it isn't easy to do the right jobs, at the right times, and in the right ways.
View This Webinar
Come Join Our Next Webinar
Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
