Wednesday, May 15, 2024

Drive revenue and customer satisfaction with great account planning

If you want to deliver more value into your strategic or key accounts, effective account planning is foundational.

And…account planning is distinct from an account plan.

Account planning is an ongoing process, involving multiple players — the KAD or SAM or lead sales person, the CSM, other pillar reps, relevant SEs and key customer stakeholders.

I explored the topic of account planning with Ulrik Monberg, CEO of ARPEDIO, last fall, for the Thoughts on Selling Podcast.

We have similar views on the topic of account planning, including the value of relationship maps and action plans. I also recorded a “Short Bytes” session on account planning best practices. Both are available via Spotify or Apple Podcasts.

Full disclosure…when I first launched the Acelera Group, focusing on account planning and pipeline development, I didn’t have an account planning platform strategy. In my prior experience, facilitating over 300 account planning sessions, and more than 30 key account planning sessions, at Oracle and Google, PowerPoint (and Google Slides) was my platform of choice. (Ulrik got a chuckle from that!)

It took only a few customers to ask “how do we scale this” for me to search for…and find…ARPEDIO as the answer to that question. Now customers can scale a highly effective account planning process across their entire organization, providing similar value and functionality for each sales team chartered with account planning.

By the way, late Q2 or early Q3 is a great time to conduct account planning sessions with customers to ensure a strong close to 2024. Let me know if you’d like assistance in developing a formal account planning framework or need facilitation for important customers.