10/10 GTM How to Leverage Account Planning to Consistently Win Up-Market
7 snips
Dec 4, 2023 Guest
revenue leaders from Salesf...
Guest
revenue leaders from Anthropic
Guest
revenue leaders from Databricks
Join revenue leaders from Databricks, experts in data analytics, Anthropic, pioneers in AI, and Salesforce, specialists in sales strategies, as they discuss the art of account planning. They emphasize the need for in-depth research and strong stakeholder mapping to tilt deal outcomes in your favor. The conversation highlights the importance of building trust through personalized approaches and maintaining authentic relationships, especially in a post-COVID world. Get ready to enhance your sales strategies with actionable insights and innovative approaches!
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Account Planning Is Team Strategy
- Account planning means owning a clear strategy for the account and aligning all internal contributors.
- Treat selling upmarket as a team sport that requires coordination and shared goals.
See The Account Through Their Eyes
- Think about customers the way they think about themselves and reverse your perspective.
- Map how they go to market, make money, and how executives get measured.
Update Plans Regularly
- Keep account plans living: update them every 30 days or even every two weeks.
- Use the plan as a cadence of accountability, not a static document.