Podcasts about Account planning

Send us a textIn this thought-provoking episode, Mike Sabat, Enterprise Account Executive at Twilio, unveils practical strategies for leveraging AI in customer success and account management. He shares groundbreaking approaches to AI implementation, including using it as a virtual coworker and harnessing tools like Google Gemini for comprehensive account research. The discussion reveals how AI can dramatically reduce research time while improving the quality and depth of account planning.Detailed AnalysisThe episode delves deep into the practical application of AI in customer success, highlighting several transformative approaches:The conversation begins with Mike's innovative perspective on overcoming "AI writer's block" by treating AI as a collaborative coworker rather than just a search tool. This approach helps professionals move past the initial hesitation of not knowing how to integrate AI into their workflow.A significant portion focuses on Mike's revolutionary approach to account planning using AI. He introduces the concept of "meta prompting" - using AI to create comprehensive prompts for deeper research. This method, particularly when combined with Google Gemini's advanced research capabilities, transforms what was previously a days-long research process into a matter of minutes.The discussion highlights the importance of responsible AI usage, with Mike emphasizing the need to be cautious with proprietary information. He provides practical guidelines for maintaining confidentiality while maximizing AI's research capabilities.The episode concludes with insights into how AI can serve as a preparation tool for client meetings, allowing professionals to practice handling potential objections and scenarios before actual client interactions.The transformative impact on time management is particularly noteworthy, with tasks that previously took days now being completed in minutes, allowing for deeper, more comprehensive account research and planning.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

It's a summer break replay y'all ... focused on a key, key topic: Strategic account management - if well executed - is one of the best ways to win new work for a firm. Which is why we invited friend of the show and account strategy expert Ute Wellenberg to explain how she drives effective account planning. And, well ... Let's just say: If your job is to market a consultancy - you can't miss this episode!   Episode guest: Ute Wellenberg, friend of the show and account strategy GOAT (so to say). Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota   Pls. find the shownotes to this episode at unbillable-hrs.com!

This week on The Sales Transformation Podcast we're revisiting another early episode on key account management ahead of GST XIX in November. In this episode Phil sat down with Alf Janssen and Darragh Power from SAP to talk about how “purpose” can play a key role in account planning.   Original episode description:  How many of us practice ‘Purpose-led Account Planning' or even know what it is?   Dr Phil Squire is joined by Alf Janssen, Sales Director Strategic Accounts for SAP NL and Darragh Power, Sales Acceleration and Leadership Programs for SAP. The three discuss the idea of purpose-led account planning and how this notion connects with a company's purpose and profitability.   They explore: The difference between purpose and objectives What the current pandemic is doing to purpose-led account planning strategies right now The level of interest for purpose-led account planning from millennials and Gen Z How salespeople can get into a purpose-driven mindset   Connect with Philip Squire on LinkedIn Connect with Alf Janssen on LinkedIn Connect with Darragh Power on LinkedIn  Secure your ticket for Global Sales Transformation XIX today!  Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today. 

One of our favorite ways to bring you estate planning education on the show is by answering your questions! In today's episode, Rich asks about the annual limits for tax-free gifting, gifting to trusts with protections, and common mistakes regarding estate and lifetime GST tax returns. Elaine asks for advice on leaving a portion of her IRA to her new spouse while ensuring that her children receive whatever remains.   Contact:   513-463-6789   info@CincinnatiEstatePlan.com https://cincinnatiestateplan.com/contact/ 

"Be customer-ready. Make sure you've got a good cadence, keep things simple from your account planning perspective, and absolutely use your qualification techniques. " - Emma Maslen in today's Tip 1720 How do you maintain strategic account plans? Join the conversation at DailySales.Tips/1720 and learn more about Emma! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

In the latest episode of Mostly Marketing with Matt Wilson, titled “EV Adoption” we get to know, Jim Johnson, Vice President, Account Planning & Lead of Automotive Industry Solutions at VDX.tv. We talk about how marketing EVs is different from marketing gas powered vehicles. Is the dealer where the rubber meets the road for further adaptation of EVs?  Exploring how individuals and communities adapt to the EV lifestyle, we ponder the demographics of EV buyers and how it integrates into their everyday lives.  Does owning an EV fit into your lifestyle?   Don't miss this insightful discussion!    Mostly Marketing with Matt Wilson is a bi-weekly-ish podcast all about Marketing. Mostly. You can listen and download on any major podcast platform including Apple Podcasts, Google Podcasts, Spotify and Anchor. ‘Like' us on Facebook @MostlyMarketingwithMatt Wilson and follow us on TikTok @mostlymarketingpodcast and while you're at it, follow Matt on twitter @MarketingMattW. 

Any Insights Yet?: Connect the Dots. Create New Categories. Transform Your Business. by Chris Kocek ABOUT THE BOOK: Insights are like unicorns: mysterious and elusive, powerful yet elegant. They are the quintessential a-ha moment that all businesses are after, and yet very few people can agree on what an insight is or how they got one.  Any Insights Yet? demystifies the insight-building process in a way that can help any business leader or marketing practitioner get to higher ground.  Packed with real-world examples from leading brands and award-winning campaigns, Any Insights Yet? provides a dynamic step-by-step process for connecting the dots between data, observations, and human truths, resulting in powerful insights that can breathe new life into your brand and give your business a long-term competitive advantage. In this fast-paced, 2-hour read, you'll discover: The key characteristics of a true, transformative insight Proven techniques and provocative questions for building a better insight Simple methods to stress-test your insight and turn it into an actionable idea How to write and sell an insight so that it can inspire others and transform your brand ABOUT THE AUTHOR: Chris Kocek is an author, speaker, and founder of Gallant, a creative branding firm in Austin, Texas which has helped dozens of companies with brand overhauls, new product launches, and data-driven campaigns, resulting in triple-digit growth and national recognition.   Before starting Gallant, Chris worked in advertising as a strategic planner in New York City and Austin, Texas developing nationally recognized campaigns for Fortune 500 brands and highly respected nonprofits, including AARP, Lowe's Home Improvement, Hyatt Hotels, Ace Hardware, and John Deere.  A frequent guest lecturer at the University of Texas at Austin, Chris is a regular contributor to Entrepreneur Magazine and author of The Practical Pocket Guide to Account Planning. He graduated from the University of California, Los Angeles and earned a master's degree from the University of Texas at Austin. And, interesting fact – he worked as an Americorps Ranger in Canyonlands National Park in Utah! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/any-insights-yet-chris-kocek

It's not enough to just show up on calls, go through the motions, and expect to win deals in 2023. You need rigorous planning and deal strategy on every major account to tilt the odds in your favor… no matter how great your product or pitch might be. This means deep research on company priorities, detailed stakeholder mapping, strong executive alignment, and creative plays to set your team up for success – AKA: account planning! We talked to revenue leaders from Databricks, Anthropic, and Salesforce about this topic to get their top strategies for driving elite account planning across your sales team. 

In this episode, Stacy and Chris talk about how businesses can maximize their marketing budgets to create campaigns that are impactful. About Chris Knock Chris is the Founder and CEO of Gallant, a strategy and design studio dedicated to building brands for a better world. With over 10 years of digital expertise, Chris is known for using strategic planning and design principles to transform brands for startups and small businesses. He's led the development of nationally recognized campaigns for iconic brands and nonprofits, including Ace Hardware, Hyatt Hotels, Lowe's Home Improvement, and The Christopher and Dana Reeve Foundation. As a frequent speaker at the University of Texas, Austin, and author of “ The Practical Pocket Guide to Account Planning”, Chris actively shares his vision on how to craft brand strategies to drive positive change. --- Send in a voice message: https://podcasters.spotify.com/pod/show/hollywood-branded/message Support this podcast: https://podcasters.spotify.com/pod/show/hollywood-branded/support

Account Planning is something that Salespeople are responsible for. Many Sales Engineers try to stay away from that as it's boring and many salespeople don't come up with a good plan. However, in this video, I make the case why some Sales Engineers should be involved. Here are the questions that we will answer today:   What is an Account Plan? Who is responsible for the account plan? Why should SEs care about having a good account plan? Who would not participate in creating one?   And finally, how to Account Plan? Show Notes: https://wethesalesengineers.com/show289

Der Vertriebsfunk Podcast präsentiert in der neuesten Episode eine unverzichtbare 7-Schritte-Methode zum Erstellen eines effizienten Key Account Plans. Wenn du im Vertrieb tätig bist, ist diese Episode ein absolutes Muss. Warum? Hier sind die Gründe:   Entscheidende Bedeutung von Key Accounts: Key Accounts sind oft überlebenswichtig für Unternehmen und entscheidend für den Umsatz. Diese Episode zeigt, wie du diese Accounts strategisch managst.   Ungenutztes Potenzial: Viele Key Accounts bieten ein enormes, oft unentdecktes Potenzial. Wir zeigen dir, wie du dieses systematisch analysierst und hebst.   Account Mapping: Erfahre, wie du den Status Quo deines Schlüsselkunden erfasst und welche Informationen für den langfristigen Erfolg entscheidend sind.   SWOT-Analyse: Entdecke, wie du Chancen identifizierst und Risiken minimierst, speziell zugeschnitten auf Key Accounts.   Power Interest Matrix: Lerne, wie du Entscheider und Influencer in deinem Key Account effektiv identifizierst.   KPIs und Share of Wallet: Du erhältst Einblicke in die Messung der Performance deines Accounts durch KPIs und erfährst, wie du den Share of Wallet deines Key Accounts maximierst.   Zielsetzung und Aktionsplan: Die Episode deckt auf, wie du realistische Ziele für deinen Key Account setzt und einen Aktionsplan entwickelst, der sowohl dir als auch deinem Kunden zum Erfolg verhilft.   Change Management im Key Account Plan: Verstehe die Bedeutung des Change Managements im Kontext eines Key Account Plans und wie du Widerstände überwindest.   Umsetzung und Kontrolle im Key Account Plan: Erfahre, welche Tools und Strategien dir bei der Umsetzung deines Key Account Plans helfen und wie du den Erfolg kontinuierlich überprüfst.   Mit diesen neun Schlüsselthemen bietet diese Podcast-Episode einen umfassenden Leitfaden für jeden Vertriebsprofi. Wenn du deinen Umsatz steigern, unentdecktes Potenzial heben und deine Kundenbeziehungen optimieren möchtest, ist diese Episode deine ultimative Ressource. Praxisorientiert und vollgepackt mit wertvollen Informationen, ist sie der Turbo-Boost für deinen Vertriebserfolg.  

Episode Summary In this episode of Sunny Side Up, host Randy Ilas interviews Gregory Callahan, Partner and Founder of Bain & Company. This episode explores the ways that companies are adapting to the new digital landscape due to COVID-19. It looks at how businesses can leverage their digital capabilities to personalize their offering and deliver leads faster. Additionally, it touches on the importance of understanding customer needs and creating an ideal customer profile, as well as providing bite-sized trials of products before purchase and leveraging independent third-party reviews to create a better customer experience. Finally, it covers how sales and marketing teams must work together to execute successful ABM strategies. About the Guest Greg Callahan is a Partner at Bain & Company. He works with tech-enabled businesses to help them accelerate top and bottom-line performance. Greg is also the founder and product leader for Coro Account Planning (Bain's digital account planning tool) and leads Bain's Account Planning and RevOps practices globally. In his work with Bain's clients, Greg has developed a blueprint for getting the most yield out of your customers that have the most potential. Connect with Gregory Callahan Key Takeaways  - The COVID-19 pandemic necessitated a significant pivot towards B2B marketing, with a focus on building digital capabilities. - Traditional in-person interactions were replaced by virtual meetings and digital outreach. - The acceleration in B2B marketing resulted in a merging of B2C marketing practices into the B2B realm. - The importance of personalized and tailored marketing campaigns for different industries and customer segments. - The concept of virtual sales emerged, allowing for specialized industry and product expertise to be present in customer interactions. - Virtual selling has shown higher win rates, enabling more efficient and effective sales conversations. - The challenge of determining the right balance between field-based and virtual sales resources. - The significance of maintaining a positive and selling-oriented culture within organizations. - The need for sales and marketing to work together as a cohesive system, driven by aligned incentives and open dialogue. - The importance of focusing on high-quality leads and confronting "zombie pipe" to maximize efficiency. - The shift towards agile sales and marketing plays is supported by a system that enables reps and teams to deliver results. - The role of leadership involvement in bridging the gap between sales and marketing teams. - Staying informed about the economy, industry trends, and competitor performance to better engage with customers. - Seeking insights and perspectives from peers and industry forums to expand knowledge and test theories. - The value of building a sales and marketing system that streamlines processes and allows for effective collaboration. Quote “Trust is earned, it's not just awarded. It does take time.”  – Gregory Callahan ⁠Connect with Gregory Callahan⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠Website⁠⁠⁠ | LinkedIn

3 takeaways from the episode: How to use a 10k report within 15 min Prospecting above and below the power line 1 Email TEMPLATE to get executives' attention --- For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ --- In this episode, I talk with Krysten Conner, Sales Strategist at Usergems. We talk about the difference between SMB/Mid-market vs enterprise prospecting. Krysten shares her proven techniques for effectively prospecting new enterprise accounts. How to find information from 10k reports in just 15 minutes. Learn how to prospect above and below the power line. Krysten also introduces the concept of multithreading. The perfect email template to capture executive attention This episode is packed with actionable tips that will help you elevate your prospecting game and book meetings with enterprise accounts. Follow Krysten: https://www.linkedin.com/in/krystenconner/ Download your Free Copy of Deal Doubling Discovery: https://krystenconner.com/disco/ — Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

The Sales Warrior Within | Season 2 Episode 34 - Account Planning and the Coordinated CampaignAndy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class."Good Selling, Good Leading, Good Living." - Andy OlenAccount Planning and the Coordinated CampaignGreat salespeople see account planning as a vital skill on their sales "toolbelt"Account Planning is not an activity in administriva, rather it's the approach to running the coordinated account campaignAndy shares his experiences with account planning and provides advice on how to research the account plan, assemble the account plan, build alignment, and executeTo put your best foot forward and achieve the goals you are seeking, account planning is critical... especially as the stakes go upLink to Andy Olen's websiteLink to Andy's Online CoursesGet in touch with Andy Olen @ andyolen.com. Andy enjoys engaging with the Sales Warrior Community.

Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning. How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts? Especially in volatile markets, it is important to be proactive in maintaining and growing your business! Don't forget to subscribe and leave us a comment!   SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1 

Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning. How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts? Especially in volatile markets, it is important to be proactive in maintaining and growing your business! Don't forget to subscribe and leave us a comment!   SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1 

Mike Montague, Director of Community Engagement at Sandler, interviews Patrick Carroll, Sandler trainer from Virginia, about Sandler's KARE tool for account planning. How do you choose which accounts to pursue? Where should your reps be spending their time? Is it better to focus on keeping accounts, attaining new ones, recapturing lost clients, or expanding in existing accounts? Especially in volatile markets, it is important to be proactive in maintaining and growing your business! Don't forget to subscribe and leave us a comment!   SUBSCRIBE HERE: https://podfollow.com/howtosucceed Or follow the Sandler YouTube Channel here: https://www.youtube.com/channel/UCCQWK23LzxjGQjQmYxHq1kA/feed?sub_confirmation=1 

In working with sales leaders and their teams, I'm amazed at how many leave their sales success to chance. Whilst some find themselves catching lightning in a bottle, where they come across a customer just at the right moment, and in the right step in the buying process, the vast majority do not. In selling, especially strategic selling, it is crucial that we plan, and not just a selling strategy, but develop an Account Plan. This is macro planning, and an investment of time and effort up front, can bring unbelievable rewards at the pointy end of the sales process. In this episode, I cover one aspect of Account Planning that is a must for all sales teams.

Starza Thompson answers why it is important to have Pronouns in the workplace. Starza is the VP of Marketing for Apploi, a recruiting, onboarding, and credential management software company. With more than 15 years' experience in marketing with leadership roles across multiple industries from non-profit and wholesale distribution to fintech and healthcare, Starza has helped companies of all sizes increase revenue, strengthen their brand, and maximize product-market fit. She has won both national and company-wide awards for her marketing strategy and demand generation initiatives. Starza has a BA in Psychology and English from James Madison University and graduated in the top 10% of her MBA class at the University of Illinois. We Really Appreciate our Patreon Supporters!! Unlock Key Account Growth with DemandFarm Smart software to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management practice data-driven, predictable and scalable. Request a Demo now at DemandFarm.com ask for IronMan Winalytics build the revenue organization you want Request a Free 60 Minute Growth Consultation at winalytics.com ask for Brent and say Big pete sent ya We'd also like to thank Aaron J and Trens S. for their support It's a real ego boost Please consider supporting our Content on Patreon.com/SaasHoles. --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Dionne Mejer is the CEO and Founder of Inside Sales by Design. Inside Sales by Design was founded by Dionne in 2014 for those that want to build an Inside Sales team the right way the first time. Inside Sales by Design is also for those that want to transform their current team from order takers to sales gurus; from ho-hum to going out of their way to delight their customers and prospects. Dionne does this by creating and optimizing your Inside Sales Infrastructure™ and then onboarding and coaching your people to use and operate within this new system the most effective way possible. https://www.linkedin.com/in/dionnemejer/ https://www.youtube.com/channel/UCWhokaNeyz20g0SqJXUsIbw https://twitter.com/dionnemejer https://www.insidesalesbydesign.com/ Brought to you with Love from your SaasHoles: Justin Roff-March Kevin Gaither Jamie Carney Pete Jansons We Really Appreciate our Patreon Supporters!! Unlock Key Account Growth with DemandFarm Smart software to bring Account Planning and Relationship Intelligence into your CRM, making Key Account Management practice data-driven, predictable and scalable. Request a Demo now at DemandFarm.com ask for IronMan Winalytics build the revenue organization you want Request a Free 60 Minute Growth Consultation at winalytics.com ask for Brent and say Big pete sent ya We'd also like to thank Aaron J and Trens S. for their support It's a real ego boost Please consider supporting our Content on Patreon.com/SaasHoles. #revopswithanedge #RevenueOpeations #RevOps #SalesTraining #Onboarding revops podcast lead generation b2b marketing saas marketing b2b lead generation --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Johnny and Colin are planning out their year of promotions. Hear how they plan for their CPG clients. In this episode they talk about planning how to roll out the MAPs across all teams. Bricks and Clicks is hosted by Johnny Valeriote and Colin Davidson, two of the three managing partners at https://www.omniumcpg.com/ (Omnium). Produced by Rolled Up, submit your comments and questions to us on Twitter.

Discussion of the proposed new laws regarding retirement accounts that will likely change this year.

If you enjoyed this, subscribe to Bricks and Clicks on https://podcasts.apple.com/us/podcast/bricks-and-clicks/id1601512104 (Apple), https://open.spotify.com/show/6Ad2V7SZqbHb7KVwiF2H3B?si=9b84f030731f4644 (Spotify), wherever you get your podcasts. What happens during account planning? In short it's a collaborative process when everyone, from the team at Omnium, heads of sales, account management, and customer marketing go over weeks and years of data to drive and execute the strategy for each account (retail store). When one store can have 2500 locations, the strategy of a single SKU can make a big impact, it's about a $1.3M sales opportunity. Turn Strategy into actionPrior to an account planning session, it's easy to talk about what would be nice to do in terms of promotions and prices, but it's not until the account planning actually happens that action can actually be taken. Otherwise you're just guessing and gambling big dollars away. Hone in on each account to see what you can, and should run. Timing is everythingTypically account planning will look at a year of promotions in advance, this could be your fiscal year, the calendar year or even the customer's fiscal year. It's critical to line up your promotions with high seasonality points. If the most shoppers are in the category during Thanksgiving, run your promotions then. More seasonal than you thinkMany products have opposite seasonality, and will come in strong, but finish the year weak. For instance, health products and foods to get healthier typically they do well at the start of the year because people want to undo the unhealthy habits at the start of the year. You want to avoid running promotions when nobody is buying in your category. Hedge Your RisksSpending $100,000 on an event can be expensive, work with your retailers to come up with variable rate or blended rates. This mitigates your risk if you run a promotion but environmental factors make it harder to sell. The best tool you haveHistorical data is the best friend you have. Looking backwards at how products and promotions have run, will be the best tool for predicting the future.

A T&E expert offers an overview of the SECURE Act and what has changed once enacted with retirement account planning and trust beneficiaries. The American College of Trust and Estate Counsel, ACTEC, is a professional society of peer-elected trust and estate lawyers in the United States and around the globe. This series offers professionals best practice advice, insights and commentary on subjects that affect the profession and clients. Learn more in this podcast.

What happens during account planning? In short it's a collaborative process when everyone, from the team at Omnium, heads of sales, account management, and customer marketing go over weeks and years of data to drive and execute the strategy for each account (retail store). When one store can have 2500 locations, the strategy of a single SKU can make a big impact, it's about a $1.3M sales opportunity. Turn Strategy into actionPrior to an account planning session, it's easy to talk about what would be nice to do in terms of promotions and prices, but it's not until the account planning actually happens that action can actually be taken. Otherwise you're just guessing and gambling big dollars away. Hone in on each account to see what you can, and should run. Timing is everythingTypically account planning will look at a year of promotions in advance, this could be your fiscal year, the calendar year or even the customer's fiscal year. It's critical to line up your promotions with high seasonality points. If the most shoppers are in the category during Thanksgiving, run your promotions then. More seasonal than you thinkMany products have opposite seasonality, and will come in strong, but finish the year weak. For instance, health products and foods to get healthier typically they do well at the start of the year because people want to undo the unhealthy habits at the start of the year. You want to avoid running promotions when nobody is buying in your category. Hedge Your RisksSpending $100,000 on an event can be expensive, work with your retailers to come up with variable rate or blended rates. This mitigates your risk if you run a promotion but environmental factors make it harder to sell. The best tool you haveHistorical data is the best friend you have. Looking backwards at how products and promotions have run, will be the best tool for predicting the future.

30 años de carrera profesional en la industria de la publicidad ocupando posiciones que incluyen creatividad, servicio al cliente y planificación estratégica.Con especializaciones en Relaciones Públicas, Branding, Account Planning, Design Thinking y Entrenamiento. Directora de 5 Hormigas Caribe, un gabinete de conocimiento del consumidor, creación y cuidado de marcas, propulsión de equipos e innovación. Diseñadora de programas educativos de corta, media y larga duración. Actriz de teatro y cine, me he presentado en obras. Esposa y editora de Miguel Yarull -escritor-, madre de Natalia y Joan, humana de 7 gatos y 2 perros.

In this Sweathead episode, Ben Mburu takes us behind the scenes of several of his small businesses in Kenya. An account planner by profession, Ben believes that owning a small business helps him validate his ideas and gain insights he can use in his client work. He also shares his experiences of the ups and downs of being a small business owner during a global pandemic. After 14 years in account management in the advertising business, Ben is now building a life selling ideas that solve marketing and communications problems for businesses in East Africa. You can connect with him at www.linkedin.com/in/benmburu or ben.mburu@gmail.com. ** Find out about our Strategy Accelerator at http://www.sweathead.com Follow the fun on Instagram: http://www.instagram.com/sweathead Subscribe to our newsletter: http://eepurl.com/dscjW5

I'm sure you've heard the phrase 'the customer is always right' before. If this is true, then why do so many companies fail to plan for their key accounts? When it comes to marketing and sales, the key account plan has been a curse to some and a saviour to others. The truth is, it depends on how you use it. In this podcast we will explore if and how key account planning should be viewed and whether or not it could work for your company's marketing needs! For more info on key account planning https://thesalesaccelerationformula.com/ https://www.amazon.com/dp/B08P9VN3PH --- Send in a voice message: https://podcasters.spotify.com/pod/show/hakeem-adebiyi/message

這集很開心又請到EP19的Allison來跟我錄音，因為Allison是我在美國的同學，所以請她來跟我一起聊Emerson行銷系的每一堂課都在上什麼。 節目裡依序的課程名稱是： #1 Creative Thinking & Problem Solving #2 Communication Strategic for Advertising & Sales #3 The Big Idea Workshop #4 Creative Writing & Story Creation #5 Marketing & Brand Management #6 Integrated Marketing Communication #7 Market Research & Account Planning #8 Design as Communication #9 Global Culture #10 Capstone 另外我也有寫一篇完整的文章，分享我在Emerson上過的每一堂課在我的網站上。 文章網址： https://peipeitalks.com/emerson/ . 節目中有提到Allison的IG：@seo.playnet 如果想進一步學習SEO的相關知識，也可以聯絡我幫你跟Allison做安排！ Powered by Firstory Hosting

Join Kristen Hayer in conversation with Gary Rubinstein, Director of Customer Success in APAC at WalkMe as they discuss how he has created an account planning approach for his team that is simple but incredibly successful.

Strategic account management - if well executed - is one of the best ways to win new work for a firm. Which is why we invited friend of the show and account strategy expert Ute Wellenberg to explain how she drives effective account planning. And, well ... Let's just say: If your job is to market a consultancy - you can't miss this episode!   Episode guest: Ute Wellenberg, friend of the show and account strategy GOAT (so to say).   Voices, production, etc. by Ash and Flo. Creative and design advice by @calmar.creativ Into, outro voiceover by @iamthedakota Music also by @iamthedakota   Pls. find the shownotes to this episode at unbillable-hrs.com!

In this episode, Mike and Kevin are joined by Renaye Edwards, Co-Founder & Marketing Account Director at Digital Radish, to talk about how to grow your business by developing your account management and account-based marketing (ABM). The speakers covered the topics: When you say “Account Management" and "Account Planning”, what do you mean and why is it important? Digital Project Manager and Account Manager - where they overlap and how they differ Is it a repeatable/scalable discipline process? Or is it about people and their skills and talents? How do you build “Trusted Advisor” status with your clients? What are the 3 key success factors for any agency/entrepreneurial firm to manage and grow key accounts? Based on all your experiences, what is your piece of advice to our audience to help them make a big impact on growing key accounts?Check It's a Good Start Youtube channel for more episodes and discussion.

Lesley Bielby was part of the second wave of account planners who landed on US shores.  She is currently the CSO of Hill Holliday- her second time in this role and has spent time at Digitas, Di Massimo Goldstein. MMB and a number of London shops. She has just written a book - Super Strategist- The Art and Science of Modern Account Planning. It is designed to be a guide to Account Planning today, taking the core principles and craft from the origins back in the late 1960s and merging them with the new demands of data, science that come from the worlds of digital and social. In our conversation, we talk about the evolution of the discipline and the challenges and new demands of it today. Lesley offers a ton of practical and pragmatic observations and insight about what a Strategy Department looks like and how it functions in 2021. She takes a long-term view of talent development asking the individuals in her time to declare a major and two minors, a reflection of the evolution of the Planning discipline, and to ensure that everyone has the comprehensive set of skills required today.

When you get your new quota for the year, you need a plan to attack your customer base to accelerate expansion, grow your new customers, and tap new markets. Having a key account plan for the critical targets is key. Guess what it isn't just the account manager responsible, we as sales engineers own the responsibility too and we take on this topic today on Sales Burrito. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

In this episode, we're joined by Jared Elder, VP of Marketing at build.security. Jared shares his insights on lead scoring and disqualification, the right approach to target account planning, his pet peeves regarding MQLs, and much more.

Greg Callahan, a Partner at Bain & Company, joins Collin Stewart on this episode of the Predictable Revenue Podcast. Greg is a member of Bain's Customer Strategy & Marketing practices, with a focus on B2B commercial excellence and growth strategy, and leads Bain's Account Planning and Sales Operations practices globally. Highlights include: why account planning is so important in the first place (1:30), how Greg does it differently (3:36), how to nail the fundamentals (15:40), how to prioritize accounts (35:32), the perfect account plan, broken down (40:08), and what leaders need to do to support their revenue org with account planning (1:00:47).   SHOW NOTES:  More on the land and expand model: Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki   How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account  

How many of us practice ‘Purpose-led Account Planning' or even know what it is? Dr Phil Squire is joined by Alf Janssen, Sales Director Strategic Accounts for SAP NL and Darragh Power, Sales Acceleration and Leadership Programs for SAP. The three discuss the idea of purpose-led account planning and how this notion connects with a company's purpose and profitability. They explore: -       The difference between purpose and objectives-       What the current pandemic is doing to purpose-led account planning strategies right now-       The level of interest for purpose-led account planning from millennials and Gen Z-       How salespeople can get into a purpose-driven mindset Show notes:Consalia LtdPhil Squire LinkedIn profileAlf Janssen LinkedIn profileDarragh Power LinkedIn profileConsalia Mindset SurveyLinkedIn - Like us on LinkedIn!Twitter - Follow us on Twitter!Sign up to our newsletter to stay up to date with the latest podcast episodes. #

Craig Mawdsley and Bridget Angear are two of the biggest names globally in the world of Account Planning.They have not only won every significant strategy award going- including multiple IPA Effectiveness Awards, but their day job was to co-managing the Planning Department at AMV-BBDO in London.Interestingly, I learned that Craig majored in business and Bridget in economics- which is an interesting combo for a planning team at a creative shop, but clearly a nice advantage being able to speak the same language as their clients. Just over a week ago, they left their full-time positions at AMV to start the Craig&Bridget Consultancy.Our conversation was a little all over the place, but it the randomness allowed us to cover a wide range of topics including- the changing demands on strategy, the core skills that strategists need, the challenges brands face, data, and storytelling through to the future of business and life Post-Covid.

"Revisit those short-term plans periodically because if you're not constantly moving toward things and executing on things in the short-term, you'll never get to where you want to be in the long-term." - Mike Simmons in today's Tip 717 How about you? How do you plan? Join the conversation at DailySales.Tips/717 and share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

This week on the podcast, I was joined by Batool Kazmi who is the Senior Vice President of Account Planning at CDM New York. Today we talked about something big! Racial disparities in health. Wow, what a podcast this was. For me, this has to be one of the most engaging podcasts I've ever hosted, It was fascinating and really interesting, but at the same time extremely moving. It's a huge issue, that has cost 1000's of lives, and an issue that is one of the most serious I've come across. A great podcast, with an extremely passionate and knowledgeable guest. Stay tuned for more next week!

This episode wraps up module 6 of the Introduction to Advertising Online Course. The topic at hand here is Account Planning and Research.

In this episode, Mike and Jody discuss confidence in sales, asking for help and enjoying the thinking that sales requires.  Questions Answered: How do we gain confidence when starting in Sales? Why do Sales experts not seek help? How do we enjoy the thinking that goes into Sales? Key Takeaways: Being able to trust the process leads to confidence When you have a stable set of systems, tools, methods and approach, you can improve confidence and capability. Territory Planning - understanding your ideal customer Account Planning - who, what, why, where, when, how Call Planning - who will be in the room, what are their objectives, what are our objectives, desired next steps Ego is the biggest challenge We struggle with “I don’t know.” If we check our ego at the door then we can improve our interest or capacity for asking for help. Don’t just assume people aren’t asking questions in the background. If you aren’t enjoying the process, maybe it isn’t the right field for you. Redirect into something you do enjoy. If you want to enjoy it again, train others. Have a question you would like us to answer in a future episode? Contact us: podcast@catalystsale.com www.catalystsale.com twitter Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

Amber Woodland talks with our friend, Jeffrey Montgomery of Montgomery Financial to discuss best practices for incorporating our retirement accounts into our overall estate plan while understanding The SECURE Act.

In this episode of #TheNewAbnormal I interview Jen Urich, a marketing strategist and founder of Sparrow Strategy in Portland, Oregon. (She's also the ex-Group Planning Director of Wieden + Kennedy in Portland, ex-Director of Account Planning at Crispin, Porter + Bogusky in Miami, and Director of Account Planning at J. Walter Thompson Worldwide, in Mexico City. Previously, she was also at Bain & Co, and took her Masters at Yale.) In this episode, we discuss her views on issues inc #BlackLivesMatter and the ongoing 'situation' in Portland, the way in which #Truth (one of the most successful marketing campaigns of all time) was originally developed, the results of a fascinating research project into institutional trust vs personal trust (focusing around 'fears / loves / hopes') that she and her colleagues conducted in Brazil, India, Mexico and Japan, and why Covid-19 has led to such a 'great reveal' of inequality. Along the way, we also talk about 'Youth Educating Police' plus other crucial topics such as resilience, adaptability and community action. Oh, and why North America needs to be more like Canada...

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Patrick Morrissey, General Manager of Altify, and host of Revenue Optimization Radio tackles why and how B2B companies need an account planning program.  Morrissey quotes a McKinsey & Company five-year study that looked at annual growth rates and total return to shareholders for those that take a digital approach to account planning.  They found that growth and return are double than those firms that don’t do it.  It is a full 100 increase in shareholder return when a company does account planning.  In this podcast Morrissey talks about: What does “good look like” in customer relationships? How to create an actionable account management program What does an organization DO about account planning? Why is account planning a little like having a gym membership? Answer: You know you want to exercise, but you never seem to get around to it as much as you’d like. Why is it that account planning is disconnected from what sales reps or revenue teams are doing on a day to day basis? Why isn’t account planning attached to specific metrics and measurements? Why is there no cadence in an organization to drive customer satisfaction? How account planning delivers increased customer satisfaction If account planning is something you are avoiding but want to do, listen to Patrick Morrissey as he lights a fire under your conscience.  ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get the Sandler Rules for Sales Leaders book or companion video course for sales managers at: https://shop.sandler.com/  

Jim and Jeff are joined by Charlie Schafer, Adcom's Senior Director of Account Planning, to talk effective marketing. How do you deliver it? Is boldness a must-have?

Tom Trenta runs the research and strategy agency Positive in Chicago. Previously, he was Chief Strategist at EggStrategy and a VP of Account Planning at Leo Burnett. The point of the CV is he's been working strategy since the 1990s and he sells it every day. So, how do people buy strategy? How has selling strategy changed? What makes selling strategy difficult? And if you sell strategy for 20 years, what are realistic expectations about the career and the likelihood of your thinking being able to affect any given project? You can find Tom and Positive here: http://www.we-are-positive.com     For more strategy talk: 1. Strategy newsletter: http://www.markpollard.net/email-newsletter/ 2. Strategy drawings: http://www.instagram.com/markpollard 3. Strategy Twitter: http://www.twitter.com/markpollard 4. Join 6,000+ strategists: http://www.sweathead.co New book "Strategy Is Your Words" out soon.

Customer Revenue Optimization is about delivering value for customers, which presents opportunities to upsell and cross-sell, but most companies miss the mark on upselling. According to new research from Gartner, 72% of organizations fail to execute account planning initiatives. In this episode, Helen Harwood of Harwood Partners LLC, shares her insights on strategies to bring effective account planning to any organization and avoid the failure that dogs other companies.  About Harwood Partners, LLC Harwood Partners supports sales organizations to maximize revenue capture through the right combination of technology, skills, and focus. The company collaborates with sales leaders to manage their most important accounts and close their most important deals. Sales performance results include more qualified opportunities in the pipeline, higher win rates and revenue growth in major accounts. Partnered with Altify (formerly the TAS Group) we are able to offer a powerful combination of sales best practices leveraged by the innovative Altify sales platform native in SFDC. Clients are enabled to consistently accelerate revenue growth as their sales teams adopt a more professional level of selling.Capabilities include: Account Management, Opportunity Management, Sales Performance Automation, CRM, Sales Process Improvement, Sales Training and Business Strategy.  ______________________________________ Revenue Optimization Radio Podcasts is a weekly program hosted by Pat Morrissey on the Funnel Radio Channel. The program is produced by Altify.  

Listen in for another great episode, this time with Raviv Turner, CEO at CaliberMind.  In addition to being the Co-Founder & CEO of CaliberMind, Raviv is also an angel investor and mentor at Techstars and a regular speaker at marketing & AI events. ----more---- We're talking about how he sees a disconnect between Demand (buyers) & Ops (users) of data & analytics platform.  For a full transcript, go to the Heinz Marketing blog.   Some highlights: Your data strategy is your B2B growth strategy (quick overview of the paper) Without a clear and concise data-driven marketing strategy, B2B marketers lack the ability to effectively acquire, organize, analyze and translate customer information into actionable insights. But what does an effective B2B data-driven marketing strategy look like? Understanding what needs to be accomplished is the first step in developing an effective data-driven marketing strategy. For B2B data-driven marketers, a top priority is basing more decisions on data analysis. Most Critical Challenges? Integrating data across platforms and enriching data quality and completeness are the most critical challenges to achieving data-driven marketing success  Marketing data is a marketing problem! Not devs, not IT - 100% marketing But data is hard, data is not sexy - so marketing is pushing it out - over 90% of B2B marketers outsourcing all or part of data tasks (Ascend2) But high performing marketers are doing the opposite, they license data and analytics tools and train their team to bring data capabilities in house Most of the reasons why marketing can't prove value and impact are data-related, yet we prefer to outsource this - lead qualification, ICP score, account scoring, lead routing are all data problems before they are marketing problems. To be successful with ABM you need - Data, Account Planning, Content, Execution, and Measurement - yes ABM is a data challenge, not a media challenge... No wonder that marketing and sales ops are spending more than 80% of their time in spreadsheet hell on marketing data wrangling, exporting/ importing, lookups in Excel whatnot There is a disconnect between the C/VPs and Ops inside the marketing org - Demand looks at pipeline sourced/ influenced/ ops created - but Ops don't give a hoot about it, they care about operational efficiency, workflow automation, the data integrity - they want to get out of spreadsheet, but guess what? - most ops don't have the budget to solve this problem, the biggest budget is demand and that budget mostly goes to programs, not to data and analytics - but guess what? Without data and analytics, you can't measure programs, you can't multi-touch attribution, you can't track engagement and orchestrate demand between channels..so that's changing, according to Gartner for the first time in 2018 analytics is the biggest spend in Marketing, more than social, more than content - why? Because without data and analytics we are going to see marketers continue to lose their jobs and go home

Account plans bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/sales-account-planning---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

Prime Tips Episode 002 - Account Planning. Although it is not exciting, planning your account before you start or early in your play career can prevent you from having to start all over. Visit the Prime Tips Webpage - https://anchor.fm/prime-tips | Video Version - https://youtu.be/3lY_LtYKwrM | Prime Tips YouTube Channel - http://bit.ly/PrimeTipsVideo | Become a Prime Tips Supporter - http://bit.ly/PrimeTipsSupport | Submit a Tip or Make a Request - http://bit.ly/PrimeTip and we will make sure to make you famous if we use your tip. To subscribe to Prime Tips find us on Itunes or Spotify. Thanks for listening. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/prime-tips/message Support this podcast: https://anchor.fm/prime-tips/support

Key account planning is something that Sales Engineers should be participating in more often for a multitude of reasons. This l be discussed in this episode. I will also be discussing why Account Managers would want Sales Engineers to participate in account planning.   https://wethesalesengineers.com/show63      

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 We have a new website. Listen to past episodes and get more from Jeff and Christie! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits Women Your Mother Warned You About

The Account Plan - a Tactical Discussion This is the third in a series of discussions around tactics.  This week we discuss the tactical side of building an Account Plan.   The Account Plan is a living, breathing document, it is not static.  It serves multiple purposes.  It helps the account rep/account executive/account manager maintain focus. It can be used as a project management tool. It can be used for reflection. It can support collaboration. It can be used as an Executive Summary. Questions Addressed Why do we use an Account Plan? Where do we start with the Account Plan? How can the Account Plan support onboarding a new rep? What are the major components that make up the account plan? Where do the Call Plan, Account Plan, and Territory Plan fit into the Catalyst Sale approach? The Catalyst Sale Account Plan Start with Why - Why does it make sense for the customer and the organization to enter into a business relationship. Document the Project Plan/Major Milestones Capture the Story - Who, What, Why, When, How - Identify the Stakes Possible Impact Questions Call to Action How do you apply Account Planning in your current role?  Share your feedback and approach with us via twitter, facebook or LinkedIn. Show Links Catalyst Sale Account Plan Template Catalyst Sale Mastermind in Orlando in August Send us your Questions Twitter hello@catalystsale.com  Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.  

Today Tony Stead's death was announced. As he was the one who came up with the name Account Planning it seemed appropriate to remember his contribution. John Griffiths talks about his meetings with Tony Stead one of the only interviewees for 98% Pure Potato who he encountered as a young planner

Customer Revenue Optimization is all about delivering value for customers, which presents new opportunities to upsell and cross-sell. Most companies miss the mark on upselling. In fact, according to new research from Gartner, 72% of organizations fail to execute with account planning. In this episode, Helen shares her insights on strategies on how to bring effective account planning to any organization.

I recently wrote a post about the coming Revenue Sharing model for Microsoft Business Applications ISV's. As expected, there is some screaming going on about forking over some of your revenue to Microsoft. But there is another side of that story... what Microsoft will be doing in return. Recap Starting soon Microsoft will be moving to a pay-to-play model for ISVs. The first reaction I am hearing from many ISVs are various "avoidance" schemes. Remember, this only applies to SaaS products. Since all of these SaaS products are hosted by Microsoft, and they have all the telemetry they want, you really will be challenged to find a way to avoid Revenue Sharing. It is not an "Optional" program. Though for the time being, you can still "side-load" your solutions, Microsoft will easily discover them. When they do, if you are not part of the program, according to Guggs, "If your solution is not on Appsource, we will tell customers not to use it --- we will get very "pointy" with this message over time". I can't think of any intelligent customer who would not heed this warning, so I suggest you drop your "avoidance" plans. Instead, focus on the promised benefits, and maximizing those. Benefits Depending on where you fall, you have several "levels" of benefits across three buckets: Technical, Marketplace and Sales. I'll share the slide first, and then we can unpack these. Understand that these are subject to change, it is a lever Microsoft can use to increase engagement. Starting Level Let's start at left most column, which is the minimum required "non-optional" option. When you publish a Bizapp solution to AppSource, and you commit to 10% as part of that process, this is what you will get, even without selling anything yet: Architectural Consultation. This is a one-on-one consultation with Microsoft. Unfortunately, you don't get this benefit until after you have published, and it probably would have been handy to have beforehand, but I can also see how Microsoft does not want to waste time with tire-kickers either. Training Vouchers. It is not clear how many of these you get, but without a specific ISV Competency anymore, they don't seem like a related benefit, but... they're not worthless. Customer Surfaced Certification. Seems all solutions will have that by default, in order to even be published. Access to ISV Studio. Ok, now we are getting somewhere.. potentially. We are in the Pilot group to help MS figure out what this can/will be. MS mentions Insights and diagnostics, which are important, and we have been missing that, but I think there is more that can be done behind a name like "ISV Studio". Time will tell, but I would keep an eye on this one. The above are all listed as "Technical Benefits", and you may notice that they are the same across all levels. This is where I expect whatever they are planning to do around IUR will probably be differentiated. Today, the differentiations between levels are really around Marketing, (Sales does not kick in until later), so let's take a look at the minimum Marketing Benefits Marketplace Listing Optimization. This is not "prioritization", it is "optimization", but it is important to understand how solutions are surfaced in AppSource so that your wonderful app is not sitting on page 26. This will include a quick consult with the MS Enablement Team, and will become more programmatic down the road. Think, built-in recommendations against what you have done, surfacing Best Practices suggestions. Marketplace Blog/Newsletter/Social. This should not be your entire "Marketing Program". It is a one-time "blast", but can be quite valuable if you time it right, and amplify it yourself through your own social channels. The $50K Club Once your app has generated $50K USD of revenue sharing fees, which is actually $500K of ISV revenue, in a rolling 12 months, you move up the the $50K Club. This is no small feat, if your solution sells for $10/Month/User, you would need to have sold about 4,200 seats. Again the technical benefits, for the moment, are the same. But you do get additional Marketing Benefits, in addition the the entry level benefits, including: Customer Story. This is a basic customer success story that you can create from Microsoft Templates, and submit for publication here. Again, you will want to amplify this with your social channels, but it is a nice "credibility" builder. Sales Enablement. This is a one-on-one workshop with one of the Microsoft vendors who specialize in helping partners build a sales engine. This goes beyond just AppSource and into your entire potential customers' lifecycle. It seems pretty extensive. P2P Consultation. If you are thinking about selling via other partners, this is a roughly 90 minute consultation on how to approach building a channel. Marketplace Category Promo. At the top of each category in AppSource is a rotating gallery of featured apps. Once you join the $50K Club you will be added to this rotation. I would not expect you to show up more than once, and probably for no more than a week. So again, an opportunity to socialize it and direct customers to it, during the time you are sitting at the top of the category page. Social Selling Coaching Program. I have mentioned socializing several of these things so far, to amplify their value. This benefit is a specific, significant one-on-one workshop to show you exactly how to do this whole "socializing" thing. The $250K Club Once your app has generated $250K USD of revenue sharing fees, you have the option to "opt-in" to the 20% revenue sharing model, but you don't have to. Understand that this means you will have sold $1.25 million USD of ISV revenue, which for your $10 solution, means about 10,500 seats. The air is starting to get thinner here, and the numbers of ISVs in this category will be smaller. But if you do get there, you will not only get additional Marketing Benefits, but you will activate the  Sales Benefits. The additional Marketing Benefits include: Co-Sell Ready Content. As part of the Co-Sell on-boarding process, you will have the opportunity to add to your seller catalog listing, Seller-Facing content, including one-pagers on your company and application, as well as a Customer Story. These are useful for MS Sellers to better understand what you are solving for, and when and where to position your solution with one of their customers. Mini-Commercial. This is a 30 video in this format. You can add this video to your AppSource listing, and of course. promote it through your social channels. PR Support. This would be a Microsoft distributed press release, that could include a quote from a key Microsoft person who would be relevant to your application. Here is an example. Again, you would be advised to amplify this release with your own social channels. P2P Readiness Workshop. For those ISVs planning on building a reseller channel, this is a much deeper dive than the previous P2P Consultation. It is an extended one-on one virtual workshop, and includes not only readiness, but also introductions to potential resellers. Marketplace Home Page Promo. As a member of the $250K Club, you will also get a spot in the rotation in the gallery for the entire marketplace, versus just your category at the $50K level. You will want to double-down on the social amplification of this as again, you will only sit there for a limited time. However, if you are blowing the doors off with your solution, you may find yourself regularly appearing here. In addition, this level kicks in the Sales Benefits, which are the same as at the top level, so I will cover those below. The $750K Club Let's say you somehow sold $3.75 Million dollars of ISV revenue, which for a $10 app, would mean that you miraculously sold about 31,250 seats. I think it is clear that there are only a handful of these ISVs, and maybe not even a whole hand. But you three will also get some additional Marketing Benefits, that include: P2P Workshop - in person. At this stage you will have already had a couple of consults and workshops on channel building. This takes that up yet a notch further as an in-person workshop at your office. This is going to get very pointy on your specific goals and requirements. Secret Shopper. A Microsoft vendor, who specializes in sales motions, will anonymously go through your entire sales process, including any sales doorways. They will come back with frank suggestions on where your sales process is either failing, or could be improved. Tele-sales campaign(s). Most of us are familiar with N3, they are one of Microsoft's key vendors for a lot of things. Working with your team, N3 will craft and execute a telesales campaign for your solution. You can target end customers or resellers depending on where you want to create new traction. Telesales campaigns are notoriously hit or miss. It is probably the most overt form of marketing that there is. N3 has been around the block on this, and will no doubt know better than you how to get the most from it. Global Expansion. If you are kicking ass in your region, Microsoft will be eager, possibly even more eager than you are, to spread your ass kicking solution around the globe. Globalization is more than just flipping a switch in AppSource. You will need to deal with the technical side, like localization, but also the introduction to the regional teams in these new geos that may not have any idea what an ass-kicker you are. Microsoft will facilitate this for you. P2P Lead Gen Webinar. Webinars are another tool for building a channel, and Microsoft will facilitate and promote a webinar for you, under their brand targeted at relevant resellers. You will want to drive additional attendance with your social channels. Seller Webinar. These are fun, I have done a couple of them, including one a few weeks ago. This is an Internal-facing webinar that MS Sellers are invited to. This is an excellent opportunity to talk directly to the MS sellers about how your solution will make them more successful. This is less about customer benefits and more about helping the sellers solve their own challenges. So angle it accordingly. These are recorded and added to a library that the sellers can access for on-demand replays. Sales Benefits Once you cross the $250K mark, and you opt-in to the 20% program, you activate the Microsoft Sales Benefits that include: Prioritized Listing. You can be listed of course without being in the $250K Club. But on the MS Internal Sellers view of the catalog, those that opt into the 20% program will be listed at the top. But it's actually more relevant that the sellers will be keenly aware, that if they sell one of these solutions, they will get paid. This is the primary the reason for the additional 10%... to create the incentives to motivate the Sellers to move your product. Think about something like CPQ where there are a few ISV solutions. While the Seller will be able to see all of them, the ones in the 20% category will have a golden glow around them. Obviously, Sellers are going to move forward with one of those first. Co-Selling Support from MS Field Teams. The field teams consist of AEs (Account Executives), SSPs (Solution Sales Professionals) and TSPs (Technical Sales Professionals). An enterprise level customer may have several SSPs assigned to them for different products, like for example, a specific SSP for Business Applications. Tethered to an SSP is a TSP, and together they are the primary force looking to sell Business Applications into their enterprise customer accounts. It is these SSP/TSP combos that you will want to engage with to bring you into these big deals. This is of course assuming that your solution is designed for enterprise customers. Up until now, they received quota reduction for the value of your ISV solution when they brought you in. That was nice, but it's not the same as money in their hands, which they will get from selling the 20% solutions. This is not a guarantee that your solution will be sold in huge numbers... or at all. For many solutions, this path will not actually do anything. In that case you would have to look to the Marketing Benefits to justify your 20%, or maybe you opt back into the 10% tier. Or maybe you did not see enough value, and never opted into the 20% tier in the first place. Regional Account planning with MS field teams. This one is a two-edged sword. You can work directly with the teams to plan how you are going to pursue targeted Enterprise customers together, which is great. But my experience with Account Planning has been that it also creates a reporting burden on your side. Not an issue if it works. A final point on Co-Selling. Microsoft is aligned strategically to industry verticals. SSP/TSP teams are not only targeting particular horizontal solutions like "Business Applications", but they are also segregated vertically along industry lines. For Example, "Business Applications in Healthcare Sector" would be a specific charge of an SSP/TSP team. In addition, depending on the size of the industry, the teams may be geographically bound also, ie. "Business Applications in Healthcare Sector for US East". Basically, there are a lot of people you would ultimately want/need to engage with. Needless to say, horizontal Solutions and "widget" solutions are probably not a good fit for Co-Selling, as should be obvious from what I wrote above. So this was a long post and I am sorry for that. To add to that, everything I wrote above is subject to change as the program rolls out. It may change a little, or it may change a lot, but as I opened with, this side of the program is a lever that Microsoft can easily adjust. For ISVs that are confused, worried, mad or acronym challenged, I am part of another consulting group called PowerISV with four other MVPs who may be able to help.

Was the banking and financial crisis of 2007-2008 a one-time event? Are adequate regulations in place to protect the economy from similar crisis? Jordan Goodman talks with author and international financial regulatory expert Dr Oonagh McDonald about her insights and recommendations for the security of the financial services industry and holding bankers accountable. Jordan talks with Ashley Micciche in the second half of the program about how business owners should plan to exit their businesses with financial security. Micciche and Goodman talk about tangible steps business owners should implement to increase business value, a timeline for exit planning, how to cope with family dynamics, and what to expect throughout the exit planning process.

Was the banking and financial crisis of 2007-2008 a one-time event? Are adequate regulations in place to protect the economy from similar crisis? Jordan Goodman talks with author and international financial regulatory expert Dr Oonagh McDonald about her insights and recommendations for the security of the financial services industry and holding bankers accountable. Jordan talks with Ashley Micciche in the second half of the program about how business owners should plan to exit their businesses with financial security. Micciche and Goodman talk about tangible steps business owners should implement to increase business value, a timeline for exit planning, how to cope with family dynamics, and what to expect throughout the exit planning process.

Consistency - How do you Execute and What Tools do you Use? This is the second of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the importance of consistency, and how the practice of consistency as a strategy translates into specific tactics.  We also discuss some of the tools that help us maintain consistency and execute. Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts discussed in this episode, via twitter, facebook or LinkedIn. Questions Addressed How is consistency a tactic and not a strategy? How do we treat consistency a tactic? How important are tools when thinking about consistency? What are some of the tools we use to support consistency? Key Takeaways Consistency is actually both a strategy and a tactic. Saying what you do, and doing what you say. This is important both in building rapport and trust. Start with your calendar - block out time to accomplish the things you plan to deliver. Think about the expectations you are setting with your customer based on the behaviors you demonstrate. It is better to be consistent than to average out. You create patterns, these patterns help to create expectations. You can design the approach you take with your customer base. This consistency will help you reveal risk when things that are not consistent pop-up. The Account Planning template can help improve execution through consistent application. Tools can support consistent results.  Some of the tools I use follow OneNote Google Docs Calendar/Calendly Slack Whiteboards Catalyst Sale Account Plan Catalyst Sale Call Plan Yellow Legal Pads/Pilot G2 Pen (Jody) Notecards/Pencil (Mike) Use the tool that is right for you. Test new tools, you might find that something new will work for you, you might find that you are better served by returning to older tools. Good things happen when you do the work, not when you think about the work. Call to Action What are some of the tools, techniques, or tactics you use to increase Consistency? Send Listener Questions to us at https://catalystsale.com  Show Links Catalyst Sale Call Planning Template Send us your Questions Twitter hello@catalystsale.com  Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.    

This episode is sponsored by TechSalesLab. During this series, we are going to break down account planning. The truth and best practices. This week we cover a number of topics and wrap up the series. We talk about how you should go about building your plan of attack, create value at ANY level and how […]

This episode is sponsored by TechSalesLab. During this series, we are going to break down account planning. The truth and best practices. This week we cover a number of topics and wrap up the series. We talk about how you should go about building your plan of attack, create value at ANY level and how […]

This episode is sponsored by TechSalesLab. During this series, we are going to break down account planning. The truth and best practices. This week we cover the why, what and don't for account planning. Why we should account plan, what it can do for you and your customer and don't make it about your stack. […]

This episode is sponsored by TechSalesLab. During this series, we are going to break down account planning. The truth and best practices. This week we cover the why, what and don’t for account planning. Why we should account plan, what it can do for you and your customer and don’t make it about your stack. […]

Matt Tanter is the Chief Strategy Officer at Grey London and the Chair of the Account Planning Group (APG). As far as planning credentials go, CSO + Grey + London + Chair of APG = legit. He's a leader who's interested in culture over process and I thought I'd talk to him about this focus to help companies trying to bring in planning understand that you can't just drop in a planner and have planning. Planning happens within an operating system - a city, an agency type, an agency, the philosophy of the agency, the processes of the agency, and the attitudes of managers. We discuss: - Establishing a good culture of planning - The pressures on planners right now - Managing up - Mental health in planning' - The APG and its creative planning awards Shoutouts to all the lone planners or people trying to establish planning where it has never existed. You can find Matt here https://twitter.com/matttanter and the APG here https://www.apg.org.uk/ For more strategy talk: 1. Strategy newsletter: http://www.markpollard.net/email-newsletter/ 2. Strategy drawings: http://www.instagram.com/markpollard 3. Strategy Twitter: http://www.twitter.com/markpollard 4. Join 5,000+ strategists: http://www.sweathead.co New book "Strategy Is Your Words" out soon.

Welcome to Series 12! During this series, we are going to break down account planning. The truth and best practices. This week we cover the what, who and how for account planning. What to plan, who to share it with and how to execute the plan. We will also share some tools this week and […]

Welcome to Series 12! During this series, we are going to break down account planning. The truth and best practices. This week we cover the what, who and how for account planning. What to plan, who to share it with and how to execute the plan. We will also share some tools this week and […]

Territory Planning that Works - A Catalyst Sale Approach This is a repost of one of our earlier podcast episodes where we cover a topic that we receive a number of questions on Territory Planning. This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what’s to come. Questions Addressed How do you start building out a territory plan? Where does Account Planning fit into this process? How much time does this take? What if territory planning is not something that is required in my current role? What are some common mistakes that organizations make when it comes to territory planning? Key Takeaways Don’t boil the ocean. Compartmentalize and execute - shrink the territory down to something that is manageable. Know your numbers, plan based on the numbers. Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year Even if territory planning is not a requirement of your role, you may benefit from creating your own. Use the territory planning process as an opportunity to identify new business opportunities & growth. Run your territory as if it were your own franchise. A territory plan should be a living, breathing, document - it is not a one and done proposition. Feed your territory plans with new insight, new information. The plan will and should evolve. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Previous Podcast Episodes Episode 29 - The Account Plan Episode 25 - Planning your Sales Calls Templates Discussed on the Podcast Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

The week account planning started in 1968 with BM@P opening its doors and J Walter Thompson launching its planning department on Nov 1st. Where are we now? I talk about the significance of the beginning and how it differs from today.

In 2010, I wrote an article about how to do account planning. For the 25th episode of Sweathead, I thought I'd read it to you and add a little extra context (but not too much). Over 90,000 people have read this article. The accompanying drawing has appeared in all sorts of places - CVs, presentations about strategy, business plans. And while I promise to re-write it and make it, you know, decent writing at some point, that didn't stop me from wanting to read it to you. Here it is: http://www.markpollard.net/how-to-do-account-planning-a-simple-approach/ ---- Internets: YouTube: http://bit.ly/2Ji3zNt Community: http://www.sweathead.co Twitter: http://www.twitter.com/markpollard Instagram: http://www.instagram.com/markpollard

Listen in for another great episode, this time with Raviv Turner, CEO at CaliberMind.  In addition to being the Co-Founder & CEO of CaliberMind, Raviv is also an angel investor and mentor at Techstars and a regular speaker at marketing & AI events. We're talking about how he sees a disconnect between Demand (buyers) & Ops (users) of data & analytics platform.  For a full transcript, go to the Heinz Marketing blog starting 4/30/18.   Some highlights: Your data strategy is your B2B growth strategy (quick overview of the paper) Without a clear and concise data-driven marketing strategy, B2B marketers lack the ability to effectively acquire, organize, analyze and translate customer information into actionable insights. But what does an effective B2B data-driven marketing strategy look like? Understanding what needs to be accomplished is the first step in developing an effective data-driven marketing strategy. For B2B data-driven marketers, a top priority is basing more decisions on data analysis. Most Critical Challenges? Integrating data across platforms and enriching data quality and completeness are the most critical challenges to achieving data-driven marketing success  Marketing data is a marketing problem! Not devs, not IT - 100% marketing But data is hard, data is not sexy - so marketing is pushing it out - over 90% of B2B marketers outsourcing all or part of data tasks (Ascend2) But high performing marketers are doing the opposite, they license data and analytics tools and train their team to bring data capabilities in house Most of the reasons why marketing can't prove value and impact are data related, yet we prefer to outsource this - lead qualification, ICP score, account scoring, lead routing are all data problems before they are marketing problems. To be successful with ABM you need - Data, Account Planning, Content, Execution and Measurement - yes ABM is a data challenge not a media challenge.. No wonder that marketing and sales ops are spending more than 80% of their time in spreadsheet hell on marketing data wrangling, exporting/ importing, vlookups in Excel what not There is a disconnect between the C/VPs and Ops inside the marketing org - Demand looks at pipeline sourced/ influenced/ ops created - but Ops don't give a hoot about it, they care about operational efficiency, workflow automation, the data integrity - they want to get out of spreadsheet, but guess what? - most ops don't have the budget to solve this problem, the biggest budget is demand and that budget mostly goes to programs not to data and analytics - but guess what? Without data and analytics you can't measure programs, you can't multi-touch attribution, you can't track engagement and orchestrate demand between channels..so that's changing, according to Gartner for the first time in 2018 analytics is the biggest spend in Marketing, more than social, more than content - why? Because without data and analytic we are going to see marketers continue to lose their jobs and go home

Explaining 3 characteristics that were embedded in account planning from the very start that made sure it lasted. The pretenders who claimed to have started it didn't use these 3.

Explanation of a postscript in 98% Pure Potato in which we explore the rival claims of David Brent and John Wood of CDP to have started planning before the acknowledged founding fathers - valuable lessons in what planning is. And what it isn't!

in which we talk about how long you can do the same job. What comes next? And what comes later!

This came out 10 years ago and has been reissued revised and updated by Hart Weichselbaum. In this podcast I talk about the main ideas in the revised chapter I contributed. Still really chuffed that I am in a book alongside Malcolm Gladwell. Here is the link if you want to buy it: https://www.amazon.co.uk/Readings-Account-Planning-Copy-Workshop/dp/1887229361/ref=sr_1_1?ie=UTF8&qid=1507732246

In this episode I outline a chapter I contributed to the revised 2nd edition of Readings in Account Planning edited by Hart Weichselbaum Which came out in March 2017 10 years after initial publication. Other authors include Malcolm Gladwell Scott Bedbury, Paul Feldwick and Mery Baskin

Territory Planning - A Catalyst Sale Approach This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what’s to come. Questions Addressed How do you start building out a territory plan? Where does Account Planning fit into this process? How much time does this take? What if territory planning is not something that is required in my current role? What are some common mistakes that organizations make when it comes to territory planning? Key Takeaways Don’t boil the ocean. Compartmentalize and execute - shrink the territory down to something that is manageable. Know your numbers, plan based on the numbers. Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year Even if territory planning is not a requirement of your role, you may benefit from creating your own. Use the territory planning process as an opportunity to identify new business opportunities & growth. Run your territory as if it were your own franchise. A territory plan should be a living, breathing, document - it is not a one and done proposition. Feed your territory plans with new insight, new information. The plan will and should evolve. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Previous Podcast Episodes Episode 29 - The Account Plan Episode 25 - Planning your Sales Calls Templates Discussed on the Podcast Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

98% Pure Potato is a book about the origins of Account Planning the function which chooses the message for the advertising and determines how the advertising should work. This is a ground clearing chapter to explain the background to how advertising has developed in the 20th century, the different roles within advertising agencies. And some seminal advertising men all Americans who brought innovations to advertising to the point where the book starts in the UK in the 1960s.

The final section from chapter 1 the context setting chapter of 98% Pure Potato. A review of the factors which led to account planning coming out of London. It was surprising that it did. Business, marketing, market research, advertising all came from America - but it was British contrarian ness which challenged the norms of how American influenced advertising was made and how its effects were understood. This last section from chapter 1 includes a special bonus if you are still listening. A coda NOT in the book about the democratisation of qualitative research and the way ordinary people were brought inside the development process.

An overview of how far account planning has come since it was effectively invented in 1968. What questions was it set up to answer? Are those questions still relevant now?

Welcome to the Season 2 Finale! This is a conversation the co-founder of Zeus Jones, Adrian Ho. Adrian started his career in the mailroom at Lord, Denstu & Partners before working his way into planning. Since then, he's been a Planner at JWT, a Planning Director at Goodby and the Director of Account Planning at Fallon. In 2007, he and his partners launched Zeus Jones, part of a new breed of creative companies that are looking beyond advertising for growth. Their clients include General Mills, Nestle and 3M. Enjoy!

In this episode we talk to Matt Benati, CEO and Co-Founder at LeadGnome.

Michelle Seger, Joe Moss, Mark Donnolo Mark Donnolo/SalesGlobe Mark is a founder of the SalesGlobe Forum. He is also founder and Managing Partner of SalesGlobe, an executive professional services organization. Mark focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of their customer-facing sales, marketing and service organizations. His […] The post 5 REASONS WHY ACCOUNT PLANNING IS ESSENTIAL AND POTENTIAL CHALLENGES TO CREATING ONE: Mark Donnolo & Michelle Seger with SalesGlobe appeared first on Business RadioX ®.

The Catalyst Sale Account Plan - Strategic Account Plan Template At Catalyst Sale we look at the account plan as the roadmap of where we have been, and where we expect to go with an account.  The document is critical to effective strategic sales, and account management.  This plan fits into our qualification stage of our sales process, and will be utilized through proposal, confirmation, and beyond.  Account planning includes baseline information such as goals, objectives, the roles of the players in the relationship.  It also should include a list of open questions, or gaps in knowledge.  The things we need to know, but have not yet determined or uncovered.   An effective account plan should read like a story, one that can be used to allow senior leadership, or other players on the team to read up on an account quickly.  We address the why, the who, the what, and via the 30/60/90/180 & past 90, and the when.   In this weeks' episode of the Catalyst Sale Podcast, we share our personal experience related to strategic account planning, why it is worth the investment of time, and how we apply this approach with our client base.  Catalyst Sale - Account Plan Template Sales is a Thinking Process.  Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning. You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below; Mike Conner on Twitter  Mike Simmons on Twitter  Mike Conner on LinkedIn Mike Simmons on LinkedIn Catalyst Sale Twitter Catalyst Sale on LinkedIn Catalyst Sale Website

Today Buyers Meeting Point welcomes Donal Daly as our guest. Donal is the Founder and CEO Founder of Altify, a provider of enterprise sales methodology for enterprise B2B sales organizations. He is also the author of the Amazon #1 Best-seller ‘Account Planning in Salesforce’ and the recently released Tomorrow Today: How Ai Impacts How We Work, Live And Think.  Altify recently opened the response period for their 2017 Business Performance Benchmark Study, and Buyers Meeting Point is one of a carefully chosen group of partners working to encourage participation and learning from the study’s results. The study, which is open now through December 21st will examine revenue considerations, top priorities, and metrics that we can use to gauge progress.  All participants will receive a copy of the report including results, analysis and insights and it only takes 10 minutes to share your opinion.  CLICK HERE TO PARTICIPATE To read a transcript of the interview, click here.  

I caught up with John Griffiths in London a couple of months ago at an industry event and asked him if he'd be up for participating in an episode of the podcast. John is incredibly smart and always has fascinating stories to tell about his account planning and strategy experience in the advertising industry. He has been working as a planner in advertising for 30 years, and integrated with other marketing disciplines such as PR, promotions, direct marketing, sponsorships and online / digital for the past 20-25 years. He has won Research Awards for Best New Thinking (2010) and Best Workshop (2011) John is also co-writing a book with Tracy Follows I was interested in knowing more about and thought it was worth sharing with you. 98% Pure Potato: The origins of advertising account planning, an account of the first people who worked in the first account planning departments in the sixties, created by Stanley Pollitt at BMP and Stephen King at JWT. John interviewed many of these original UK Mad Men and learn how they created this discipline of account planning with the intention of bringing people (consumers) at the heart of the brand communications targeted to them. I think it's interesting for anyone to hear about the behind the scenes of how advertising and marketing is made, if ever you were curious it probably worth checking out even if you don't work in advertising or marketing. If you do work in advertising & marketing I think this is a must listen and the upcoming book a must-read, you can still pledge for your copy of the book on Unbound. Of course I would say that, just check it out for yourself! Some of the information mentioned Follow John Griffiths on Twitter or check his website 98% Pure Potato: The origins of advertising account planning John G's Mobile Weblog: Travels captured on a mobile phone (2005) Stephen King, JWT The UK Account Planning Group (APG) Dave Trott Eric Ryan and Adam Lowry Bartle Bogle Hegarty (BBH) Truth, Lies and Advertising - Jon Steel Bill Bernbach DDB Worldwide agency Mad Men (TV series) "1984" Apple's first Macintosh advert Saatchi & Saatchi Hall & Partners Method Acting Blade Runner Ridley Scott & Associates (RSA Films) Jungian artchetypes Joseph Campbell Monomyth / Hero with a Thousand Faces Brand architecture (Brand Key, Brand Onion, etc) Cranium (board game) The Green Marketing Manifesto, John Grant

Francis Jackson attorney who specializes in disability law for those seeking veterans disability benefits and social security disability benefits. A founding partner of Jackson & MacNichol.He was  honored by the National Academy of Best Selling Authors with a "Quilly" award for his contribution as a joint author to the Amazon best selling book, "Protect and Defend"  Donal Daly CEO and Founder of The TAS Group . He continues to revolutionize the sales effectiveness industry by introducing smart sales performance applications. A serial entrepreneur, he is an in-demand speaker and writer and is author of four books including the bestselling Select Selling Sales Fieldbook and most recently Account Planning in Salesforce.  Randal Bell  owner of Clean-A-Can, a trash can cleaning service serving residents of Houston, Katy, Sugar Land, Missouri City and Richmond   Eric Elwell revolutionizing the business landscape for restaurant, bar, and night club owners with his cutting edge “2 Touch POS” technology. He is the founder of Xenios LLC  Adam Urbanski  called the Millionaire Marketing Mentor® by entrepreneurs world wide and coaches over 70,000 service professionals and business owners on how to quickly turn ideas into money-making businesses