SellingBrew

Subscriber-Only Tutorial

Already a subscriber? Login

Subscribe and get immediate access to this tutorial, full access to our research library, and much more...

Developing Prescriptive Account Plans

Seven Steps for Creating Account Development Plans Designed to Capture Specific Growth Opportunities

Developing effective, action-oriented account plans is not an easy thing to do. If it were easy, sales research studies wouldn't report that less than 30% of companies are actually doing it. In this tutorial, you will learn about:

  • How to use your customers' historical purchasing patterns to gain an understanding of the elusive "overall wallet spend."
  • How to identify and quantify the two different types of organic growth opportunities that exist across your entire customer base.
  • How to prioritize the opportunities and develop prescriptive territory- and account-level plans focused on specific actions.
  • How to close the loop on each element of the plan and gather intelligence that can be used to improve the process.

This tutorial is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Trade Secrets of Effective Lead Generation

    There are common pitfalls many companies run into with their lead generation programs. This interview with Dan McDade, the author of The Truth About Leads, exposes why B2B lead generation is broken and what you can do to fix it.

    View This Interview
  • Selling Value More Confidently in Seven Steps

    Salespeople need to be confident in themselves and in the value of the offerings they’re representing. This tutorial helps you give your sales team the confidence they need to sell effectively while maximizing revenue and margin.

    View This Tutorial
  • Inside the New Science of Sales

    Leading teams are using data-science to great effect. But all the esoteric talk and technical jargon can be very confusing. In this session, we boil down the core concepts and processes that matter most.

    View This Webinar
  • Accelerating Sales Cycles

    Sales cycle times have major implications for cash flows, productivity, and returns on sales. In this session, learn proven "big bang" strategies and tactics for slashing time-to-close across your sales operation.

    View This Webinar