06/09/2022

Don’t “check-the-box”: Five ways to design an account planning program that actually works

Events and Webinars

Account and opportunity planning practices have been a sales team staple for decades – and for good reason. Organizations who do them well boast better win rates and more reps achieving quota. Unfortunately, despite the potential, few organizations truly maximize the benefits of these tools and processes. Too often, account plans are “check-the-box” exercises in which a seller is coaxed (or mandated) to fill out a form with varying levels of completeness and consideration. After a first pass, time-starved sellers don’t go back to revisit their efforts. Account plans then function, at best, as early-stage organizers versus meaningful catalysts to close bigger deals, faster.

Join our panel of experts as we mine recent buyer research and loads of first-hand practitioner experience for ways to overcome these hurdles. In the webinar we will share best practices for:

  • What to include in an account plan
  • How to install account planning as a discipline
  • Where to get the information needed to fuel a plan
  • What to do with a plan once it’s built
  • How to avoid common pitfalls which limit success

Our Panelists:
Seleste Lunsford – Chief Research & Strategy Officer, Emissary
Matt Hawk, PhD – Director of Sales Enablement, Databook
Jacobo Crespo – Area VP, Sales GTM Strategy for the Americas at BMC Software
Kevin Jordan – Director of Sales Performance, Databricks