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

  • 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
  • Diagnosing Sales Problems

    Failing to identify the true root causes of sales performance problems often leads to a frustrating game of Whack-A-Mole. In this on-demand training webinar, learn how to identify and correct the real root causes behind sales performance issues.

    View This Webinar
  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

    View This Research
  • Developing a Winning Sales Ops Roadmap

    For transforming Sales Ops, good intentions aren't enough. You need a plan. In this on-demand webinar, learn about creating an effective roadmap for making Sales Ops a more strategic function.

    View This Webinar