Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

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 t