Greg Callahan, a Partner at Bain & Company, joins Collin Stewart on this episode of the Predictable Revenue Podcast.
Greg is a member of Bain's Customer Strategy & Marketing practices, with a focus on B2B commercial excellence and growth strategy, and leads Bain's Account Planning and Sales Operations practices globally. Highlights include: why account planning is so important in the first place (1:30), how Greg does it differently (3:36), how to nail the fundamentals (15:40), how to prioritize accounts (35:32), the perfect account plan, broken down (40:08), and what leaders need to do to support their revenue org with account planning (1:00:47).
SHOW NOTES:
More on the land and expand model: Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki
How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account
