rainmakerinthemaking

Enterprise Sales executive

How to do account planning?

Hi all, i need some advice on account planning. I'm working as an AE for an IT system integrator company. We generally deal with Data, cloud, app dev, and end user computing ... etc

I have already identified the accounts in my focus verticals in 2023, what should I be working on other than planning outbound & marketing activities?

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

I like to work backwards or with the end (a sale) in mind.

What do I want to accomplish and how do I get there.

Be real with yourself. This isn’t a high level glossy overview for your mngt. Identity your gaps to making the sale and then walk through your plan to get to that desired end.

CuriousFox

WR Officer

🦊

I like this too. I tend to think of needed paperwork and processes faster.

TennisandSales

Politicker

Head Of Sales

I would tire the accounts. Come up with A,B and C accounts You should focus on criteria that would make them worth while to go after. Not just largest to smallest accounts, but what makes them more likely to buy from you then others? Is there tech they use that makes them a better fit? Is the organization set up a certain way that is beneficial to you? Think through that Then , Account map. Try to understand WHO at each account you need to target

When i did this my criteria were:
1. They don’t use a competitor
2. Their volume is high for my product
3. I can tell by the org structure that they have the ABILITY to buy from me.

All three? A
2 of 3? B
1 of 3? C

antiASKHOLE

Tycoon

Bravado's Resident Asshole

This is how I plan too

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yes, me as well.

CadenceCombat

Tycoon

Account Executive

Account tiering is definitely a good start.

rainmakerinthemaking

Politicker

Enterprise Sales executive

tiering can be according to their org size, revenue, maturity ..etc ?

CadenceCombat

Tycoon

Account Executive

Exactly. Any number of factors so you can prioritize high touch vs low touch accounts.

DungeonsNDemos

Big Shot

Rolling 20's all day

How many types of products do you have to sell? Is this for net new or cross sells and upsells?

UserNotFound

Politicker

Account Executive

Beyond your own prospects I would also see what businesses you can partner with to get warm intros to prospects not already on your list. Hell- find a copier company to partner with, but partner with their reps individually. Offer a kickback for closed deals. When I was in this space, a small local copier company that didn’t offer MSP services (everyone else in their market did) used me to fill in that gap to protect their own business. Filled in the holes in my book of business and I ended up with the time to really focus on my top 30 while they did the small-time prospecting for me.

Sunbunny31

Politicker

Sr Sales Executive 🐰

+1 for leveraging partners to expand reach. I'd add set up scheduled meetings with your partners to stay in touch and make sure you're working together as well as staying top of mind.

rainmakerinthemaking

Politicker

Enterprise Sales executive

yea im doing this as well, i partner with partners with diff offerings to get a better overview of the prospecting accounts

Sunbunny31

Politicker

Sr Sales Executive 🐰

Good! The more feelers you have out in the market, the better off you'll be. It extends your reach!

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rainmakerinthemaking

How to do account planning?

13 comments

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