Strat. planning hurts me bum

Every seller has wondered, "Why am I doing account planning exercises?"

You worked on your Q3 plans many weeks ago precisely for right now…while you’ve still got meat on the bone this quarter. Now is the time to pull out your plans and examine them against reality.

When the pressure builds, memory becomes unreliable, assumptions become dangerous, and hope isn’t much of a strategy.

That’s why the TOP 10% create account plans. …not to satisfy their manager, but to give themselves an advantage when the quarter is on the line.

Today, review your account plans and focus your attention on these three areas:

1. Who do you need to talk to now to affect rev for the quarter? (Which KDMs need love?)

2. What has Chat told you is new about the macro strategies of your key accounts that you can use to tweak a proposal?

3. What new ideas can you present to your key target accounts that will yield rev this quarter?

Search "strategic account planning" in YouTube, and you’ll get lame vids from all sorts of Joes telling you what you know.

How’s this literal gem: "…to project accurate revenue, you have to be good at account planning." (A so-called guru actually said that!)

Whisper the words "strategic account planning" to your MySalesDay True North Star, and you’ll get a Short featuring a dude who packs an outlandish time capsule.

…sometimes, you don’t need a video tied to the daily MSD theme!

Sometimes it’s good to just wander…