How to Leverage Account Planning to Consistently Win Up-Market

It’s not enough to just show up on calls, go through the motions, and expect to win deals in 2023. You need rigorous planning and deal strategy on every major account to tilt the odds in your favor… no matter how great your product or pitch might be.

This means deep research on company priorities, detailed stakeholder mapping, strong executive alignment, and creative plays to set your team up for success – AKA: account planning!

We talked to revenue leaders from Databricks, Anthropic, and Salesforce about this topic to get their top strategies for driving elite account planning across your sales team.