Prospecting Operating Plan: How To Govern Prospecting Program Efforts

In addition to marketing, sales is responsible for generating opportunities. Account managers and sometimes customer success managers are responsible for expansion revenue (upsell and cross-sell into existing accounts) and for renewal opportunities. Account executives, xDRs, and inside sales are often tasked with generating new logo opportunities. But many prospecting programs in B2B orgs rely on assumptions about who is prospecting and how much opportunity they will drive. To be more effective, sales leaders should define an operating plan to prepare to deploy current best-practice execution elements. In this report, we describe the key elements of a prospecting operating plan.