Resources
Welcome to Q2…it's account planning season and to help, we've put together a deep dive into account planning best practices, based on 15 years of planning and facilitating hundreds of successful initiatives
Most account planning is a compliance exercise. Reps fill in the template. Managers check the box. The plan goes in a shared drive and nobody looks at it again until the forecast is off.
This guide is different. It covers the why, the who, and the how — including the Business Value Hypothesis, the Influence Map, the Relationship Bank Account, and a 30-day practice guide with specific actions for VP Sales, Managers, Enablement, and RevOps. Built around the principle that the best account planning sessions don't happen in sales offices. They happen in the customer's boardroom, with the customer present.
Free. No form. A gift for Q2 — for the teams already in motion and the ones who aren't sure where to start. Browse/download here.
You can find a deep discussion of the value and operational aspects of the Sales Enablement Charter, along with a template for your use.
We recently developed a discussion of the Acelera Group Value Selling framework and an associated playbook.
Three of our most-often used tools include:
- The Business Value Hypothesis — creating and facilitating the focus on strategic business outcomes
- The Relationship Bank Account — providing a framework to evaluate and improving your position within an account and your ability to move opportunities forward
- The Influence Map — identifying the primary and secondary players…and the strength or weakness of your relationships with each
We like to provide referrals to complementary solutions providers, relevant technology platform providers and related recommended reading.
Please let us know if there is someone or something else we should include in this resource library.