1/15/2025-Exhilarating Q2 account planning

Formally appraising your accounts every so often is not enough. You need more time to criticially think about your business. So…work on your strategic account plans regularly.

Your Q2 selling window has been open for a while, but calendar Q2 starts in 10 weeks, which means today is opportune to analyze how you will hit your number.

The most crucial part of strategic account planning is reconciling your Q2 revenue projections against your quota.

The delta between your projection and your quota will dictate your actions, and the size of the delta will determine your urgency.

All roads lead to focusing on the accounts that will get you to your number.

Today, focus on the accounts that mean the most for your Q2.

1. Meetings: contact the buyers who will give you the best chance at Q2 revenue. Be maniacal in getting a meeting with them.

2. Obstacles: what specific objections – and internal obstacles – do you need to conquer to make it easier for that Q2 revenue to land? Prioritize your list and start working on ’em.

3. Assistance: who in your org – or outside – can help you with meetings and obstacles?

Plan the work, work the plan!

Most sellers put a ton of energy into their quarterly account plans, and then the docs sit dormant in the cloud, getting lonely. (Those poor little planners…sitting alone in the cloud and unattended can not be fun.)

The purpose of all that strategic thinking you did for the quarter was to help you manage your daily selling activities throughout the quarter and year. While it’s tough to get visibility for the upcoming year where you currently sit in early Q4, you will still benefit from writing info down now. Clarity will come for each quarter incrementally.

Start by asking yourself, "What is my revenue estimate per each account, and how will I get it? That question will lead you toward a needs analysis appraisal, ultimately driving you towards people (KDMs) and obstacles.

Strategic account planning is much easier than planning a birthday party in The Office.

After this one-minute giggle break, return to your account sheets and state out loud…

"Q2 is hittable…and I’m gonna hit it."

Go ahead…do that.