Skill + Do
While it may feel like you have hundreds of things to take care of each week in your role, understand that strategically chasing revenue beats fiddling around in your inbox any day.
Strategic account planning is a dynamic process that should get your attention weekly, not just at the end of every quarter.
If you believe that your best thinking comes when you can quietly sit and think, then you see the light about the keys to figuring out complex issues: time and preparation are crucial.
Every day, you’re pushed and pulled in numerous directions, but that work is not as fun as when you can thoughtfully consider each key account from a bird’s-eye perspective.
Like everything in the sales game, you must be disciplined and committed to strategic account planning, just as you are to prospecting, growing your skills, and all the other issues you must attend to regularly.
And while those other things seem to add up to 89 hours a week, understand that strategically developing and executing plans for revenue growth beats fiddling around in your inbox any day.
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Tomorrow - May 13
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Forget Q3 and 4, what about '26 and '27?
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Today - May 12
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My BFF buyer won't call me back.
Read MoreRemember to keep the attention and love going strong for all of your buyers—not just your BFFs. Everyone picks up quickly on favoritism and bias and wants and needs your attention, too.
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May 10 - 11
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Read More
Laugh and your world changes
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May 9
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Wow a customer, get a referral
Read MoreAsking clients for intros inside their organizations doesn’t just help you get meetings; it is also a fast track to learning how they think about your offering. They won’t intro you if they don’t like you.
"Planning is bringing the future into the present so that you can do something about it now." Alan Lakein
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