In today’s competitive sales environment, effective account planning is essential for driving long-term success and cultivating meaningful client relationships. The Strategic Sales Account Planning course equips professionals with the tools, strategies, and frameworks needed to build a comprehensive, actionable sales account plan that aligns with business objectives and maximizes revenue growth. 

After completing this course, you will be able to:

• Understand the value of strategic account planning in driving long-term success
• Identify and prioritize key accounts based on revenue, growth potential, and alignment
• Research and analyze client businesses to tailor your engagement strategy
• Map stakeholders and address the needs of decision-makers, blockers, and champions
• Build comprehensive account plans with measurable goals and clear actions
• Use SWOT analysis and KPIs to monitor execution and refine your approach
• Collaborate across teams to deliver cohesive, customer-centered solutions

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Module 1: Strategic Account Planning & Why It Matters

Objective: Understand the value of a structured, long-term approach to managing high-value customers.
Key Topics:

• The business impact of strategic accounts
• Shifting from transactional to strategic thinking
• Using planning to focus resources effectively
• Driving collaboration across internal teams

Module 2: Identifying & Prioritizing Strategic Accounts

Objective: Learn how to identify and prioritize accounts that align with business goals and growth opportunities.
Key Topics:

• Evaluating accounts based on revenue and impact
• Aligning accounts with strategic business goals
• Assessing growth potential and market influence
• Focusing efforts on high-return relationships

Module 3: Understanding the Customer’s Business & Needs

Objective: Deepen understanding of your customer’s ecosystem to align solutions with stakeholder goals.
Key Topics:

• Researching customer challenges and objectives
• Mapping stakeholders and their roles
• Engaging blockers and empowering champions
• Aligning solutions with customer priorities

Module 4: Developing a Strategic Account Plan

Objective: Learn how to build a tailored, measurable account plan that addresses customer needs.
Key Topics:

• Prioritizing key accounts and conducting discovery
• Designing customized solutions
• Setting measurable, goal-driven strategies
• Tracking performance with relevant KPIs

Module 5: Implementing & Executing the Account Plan

Objective: Execute the account plan through clear task management, cross-functional alignment, and performance review.
Key Topics:

• Breaking down the plan into actionable steps
• Using SWOT analysis to guide strategy
• Aligning teams across departments
• Measuring KPIs and adjusting as needed