187: The Importance of Account Planning

1

Introduction

00:00 • 3min

2

Are You Doing Account Planning Right?

02:31 • 2min

3

What I Learned About Account Planning

04:54 • 4min

4

Is There a Software App That Can Make You Follow Best Practices?

08:47 • 4min

5

Are You Committed to Predictable Revenue?

12:32 • 3min

6

The Account Planning Religion

15:39 • 4min

7

Creating a Revenue Orchestration Engine Is So Crucial

19:24 • 4min

8

Account Planning - The Right Tools

23:15 • 2min

9

Are You Driving Consistency With Your Accounts?

25:31 • 3min

10

I've Never Been in a Sales Role Before, Right?

28:08 • 3min

11

How Many Accounts Per Rep?

31:18 • 3min

12

How Do You Prioritize Accounts?

34:31 • 3min

13

How to Grow Revenue With Less Leaks

37:12 • 2min

14

Show Me What an Account Plan Looks Like

38:48 • 4min

15

The Five Questions You Should Ask Your Buyers

42:26 • 3min

16

Is There a Competitive Landscape?

45:31 • 3min

17

Do You Know Who's the Priority?

48:21 • 2min

18

How Do I Get My Day Done?

50:19 • 3min

19

How Do We Prioritize Who We're Going After?

53:13 • 3min

20

The Power of the Network Is Extensive

56:11 • 2min

21

The Only Three Things That Work

58:06 • 2min

22

How to Build an Account Plan?

01:00:32 • 2min

23

Cold Calling in to Try and Sell Coral

01:02:04 • 2min

24

Are You Maximizing the Value of the Accounts?

01:03:36 • 2min

25

How Do You Stimulate Demand?

01:05:18 • 3min