As mentioned before, Account Planning is a critical part of the selling process to be able to:
The first step of effective Account Planning is to target the right clients. We don’t usually have enough capacity to pursue all potential clients. If we go after the “wrong” ones, our success rate (win rate/close ratio) will dramatically decrease.
Targeting the right client is based on the following proven disciplined approach to target selection. Basically, we should categorize our clients according to:
Targeting the right client means to target Tier-1 and/or Tier-2 clients.
We should develop Account Plans for Tier 1 clients and Tier-2 clients.
Account Planning consists of 4 different activities as described below:
You can find more information on this here