Productivity
Build an account plan
The research, the map and the plan for one target account.
Fill it in
Which company.
And which of their problems it touches.
Roles, and what each one cares about.
Your prompt
Build an account plan for [the account]. We sell: [your what you sell] Start from their strategy, in their words: the annual report, the earnings call, the recent hires and the reorganisation. A plan built from a company profile page says the same thing about every large business. Map the buying committee: who feels the problem, who owns the budget, who can veto on security or procurement, and who has done this before. Each cares about something different and needs a different sentence. Find the compelling event, or say there is not one. Enterprise deals without one do not close, they get postponed, and naming that early saves a quarter. End with the next three moves, each with a person and a date.
Use Build an account planOpens with everything above already filled in.
Why this works
An account plan built from a company profile page says the same thing about every large business. This starts from their strategy in their words, and finds the compelling event or says there is not one.