The Philosophy of Account Planning
Are you developing a plan to make your next 10 sales? Have you developed a strategy to improve your prospecting? Is there a difference in those two things and if so, which should come first?
The debate is ON today on The Why and The Buy! Christie and Jeff debate the merits, differences, and semantics around developing a sales execution plan.
PLUS! Christie gives some insight, based on her current experience, with planning as part of a team and how to best manage yourself within that plan to avoid falling into an accountability trap.
Every sale is a plan and strategy realized...but which comes first? Get ready for some healthy debate between your two favorite podcast hosts.
On today’s podcast…
0:43 - Just because there is a "no-show" doesn't mean there can be no show.
1:52 - Account strategy vs. account planning
6:40 - Accounts are like ogres and onions
9:45 - Can strategy and planning happen at the same time?
11:30 - Approaching new business opportunities with current customers as NEW business
13:15 - Planning as a part of a team
17:00 - Strategy and planning applied to golf
19:41 - Jeff proposes a third step: execution
23:42 - The danger of taking on too much accountability
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