Daily Sales Tips 1720: Strategic Account Planning - Emma Maslen
6 snips
Mar 5, 2024 
Emma Maslen, Founder and CEO of InspireM and author of 'The Personal Brand of You, Inc.', shares vital insights on strategic account planning. She emphasizes the importance of being customer-ready and maintaining a consistent plan for pipeline generation. Maslen advocates for simplicity in planning and leveraging qualification techniques to enhance client engagement. She also highlights the need for continuous evolution and team collaboration in account management, making it clear that a well-structured approach is crucial for sales success.
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Account Planning as Revenue Plan
- Strategic account planning is essentially a plan to meet your revenue goals by focusing on key accounts.
- It integrates daily sales activities around pipeline generation into a long-term focused plan.
Use MEDIC to Simplify Planning
- Keep strategic account plans simple by using sales qualification techniques like MEDIC.
- Focus on identifying client pain, relevant metrics, and champion personas to drive the plan.
Keep Plans Updated with Cadence
- Maintain a regular review cadence to keep strategic account plans current throughout the year.
- Regular updates reflect client changes like mergers and revenue shifts, ensuring relevance.
