Building an Account Plan

Selling into the enterprise requires developing deep, thoughtful relationships with multiple stakeholders and navigating conflicting goals. Building a sponsor program relies on meaningful peer-to-peer relationships across multiple executives: GMs, Functional Leaders (heads of sales, marketing, etc.), VPs, and Execs. To track these relationships, sales should develop a repeatable program in which the GTM team adheres.

In this post we’ll do a deep dive on how to build one of these out.

Let’s start with an Account Plan.