![The Predictable Revenue Podcast artwork](https://is5-ssl.mzstatic.com/image/thumb/Podcasts113/v4/48/3a/4d/483a4dac-b65d-a404-c9c4-356a575c83f6/mza_3496557115519762888.jpg/100x100bb.jpg)
187: The Importance of Account Planning
The Predictable Revenue Podcast
English - February 25, 2021 12:30 - 1 hour - 65 MB - ★★★★★ - 33 ratingsManagement Business Entrepreneurship outboundsales sales predictablerevenue saas salesrep sdr Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Greg Callahan, a Partner at Bain & Company, joins Collin Stewart on this episode of the Predictable Revenue Podcast.
Greg is a member of Bain's Customer Strategy & Marketing practices, with a focus on B2B commercial excellence and growth strategy, and leads Bain's Account Planning and Sales Operations practices globally. Highlights include: why account planning is so important in the first place (1:30), how Greg does it differently (3:36), how to nail the fundamentals (15:40), how to prioritize accounts (35:32), the perfect account plan, broken down (40:08), and what leaders need to do to support their revenue org with account planning (1:00:47).
SHOW NOTES:
More on the land and expand model: Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki
How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account