Strategic Account Plans: Eight Critical Components

January 1st, 2018

Steve Silver Vice President, Principal Analyst

Summary

For B2B sales organizations, creating account plans for large or strategic accounts is a necessity to minimize the risk of failures. Unfortunately, many organizations lack a consistent account planning process or template and do not plan a coordinated sales approach. In this report we define eight required components of a strategic account plan that leads to a deeper understanding of the customer’s business, a roadmap to coordinate the sales approach, and an executable plan for a long-term relationship.

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