¿Cuáles son las mejores estrategias para determinar una estrategia de planificación de cuentas para un cliente?

Excited to chat about something close to my heart – crafting account plans that truly make a difference for clients! It all starts with diving into their goals and challenges, doing a deep dive into what makes them tick. I've found that aligning with their rhythm, exploring new possibilities, and always keeping those communication lines open leads to impactful strategies. Let's share experiences and insights on making client relationships not just transactions but meaningful partnerships!

Crafting a robust account planning strategy involves understanding the client's objectives, market dynamics, and competitive landscape. Start by conducting a thorough client needs analysis, identifying key stakeholders, and aligning goals with the client's business objectives. Collaborate with the client to establish clear metrics for success, implement effective communication channels, and continuously adapt the strategy based on feedback and evolving market trends. The key is fostering a dynamic and mutually beneficial partnership.

Crafting an effective account planning strategy involves thorough research to understand the client's business and industry. Establish transparent communication channels, fostering strong relationships. Conduct a SWOT analysis to identify strengths, weaknesses, opportunities, and threats. Segment the client's market for targeted strategies. Set measurable objectives aligned with the client's goals, facilitating accountability and data-driven evaluation. Continuously analyze data to stay informed about market trends. Collaborate closely, co-creating strategies with key stakeholders. Develop a detailed action plan with timelines and responsibilities. Regularly review and adjust the plan based on feedback and performance metrics.

By knowing their business goals, challenges, and industry trends, you can offer solutions that directly address their needs and pain points. This positions you as a trusted advisor, not just a salesperson.

In addition to understanding client needs, the use of analysis tools and methodologies such as gap analysis and white spaces are invaluable when creating an account plan. Analyze the competition, know the installed base to determine possible upselling and cross-selling

With strategic enterprise customers, I noticed that sharing the account goals that you have prepared brings added value, increased transparency, and greater trust. In a way, we involve the customer to help us improve the goals. That's a win-win situation

I always find it more beneficial to let accounts tell you what their goals are before you tell them where you think they should be. This allows you to refine your answer based upon their initial feedback. If you undershoot too early, the accounts may not achieve their fullest potential.

🚀 **Set Your Account Ablaze with Goals!** 🚀 Ready for the next level? Define clear, measurable goals aligned with client priorities and your business objectives. 🌟 Track progress with key performance indicators (KPIs) and metrics. 📊 Aim for success in the short and long term! 🎯 #AccountGoals #SuccessJourney

One of the most important steps is to identify the decision makers in an organization that you are talking to while still valuing everyone's feedback and actively listen.

It is extremely important to identify your key, decision-makers and stakeholders. There may be one main contact, but there also may be other departments and stakeholders involved in decision-making. This is why it is important to include as many stakeholders as possible on each call so that everyone is on the same page.

🚀 **Step 3: Unveiling the Account Maestros!** 🕵️♂️ Identify the MVPs 🏆 within the account! 🌐 Dive deep into decision-makers' realms, unveil their roles, preferences, and pain points. 🤝 Map communication channels 📡, decode relationships, and gauge engagement levels. 🎯 Tailor strategies for each stakeholder segment, fostering trust, loyalty, and maximum value. 💼 Let's conquer together! 🚀

Identification of the account stakeholders is the basis of success. You may do excellent action plan, use CRM, analyse reports and so on but all this will work effectively in case of well-established communication, relations and level of engagement of all process stakeholders.

This will help you save time and focus on developing relationships with the people directly responsible for meeting your Account goals.

Go for the tried and tested approach whenever you are planning something. SWOT Analysis. Conduct a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) for both your client and your own organization. This provides a comprehensive overview and helps in crafting a targeted strategy. Once the analysis is over, list down all the actionable pointers, brief on the action required, date a TAT and actual TAT against the each point. Define the ownership with the actual stakeholders name / function and put the status column. Review the same action plan periodically till the status of the points mentioned is closed. All the best. 😊

Having worked over 10,000 deals in my career attributed to over 100m in revenue, one of the common themes in the best deals was a strong account plan. The building blocks of this are company research (what they do, problem hypothesis, financial data, tech stack) executive summary (business case and key metrics, executive priorities, key decision criteria, top 3 initiatives, competitive insights) key contacts (economic buyers, champions, influencers, coaches, strategic relationships) and a strong 30/60/90 plan. Keeping this all in a single document helps build the right plan, and keep everyone aligned. PS - follow me, I'll be sharing mine next week.

Detailed account action plan significally helps to develop business with client. Based on my experience this is a guide to achieve planned results and a way to see further prospects.

El cuarto paso es desarrollar un plan de acción detallado y realista que describa las actividades, tareas y recursos específicos que implementará para lograr los objetivos de su cuenta. Su plan de acción debe incluir el alcance, el cronograma, el presupuesto, los entregables y las responsabilidades de cada acción, así como los resultados y beneficios esperados para el cliente y su organización. También debe priorizar y secuenciar sus acciones en función de su urgencia, impacto y viabilidad.

It is vital you hold your accounts accountable throughout the entirety of the year. This shows that you are invested in their business but will also hold them accountable to the goals that you both set out.

I use CRM (HubSpot) and Jira to ensure I'v executed the planned tasks on each account. As well as it allows me to monitor the effectiveness of these activities.

El quinto paso es ejecutar el plan de acción de su cuenta con excelencia y coherencia, y supervisar su rendimiento e impacto con regularidad. Debes comunicarte y colaborar con tu cliente y tu equipo interno durante todo el proceso de ejecución, y proporcionar actualizaciones, informes y comentarios sobre el estado y los resultados de tus acciones. También debe medir y analizar sus KPI y métricas, y compararlos con los objetivos y las líneas de base de su cuenta.

In the many years of working with accounts, I'v found that using Agile principles helps a lot to meet the expectations that the customer has while achieving the account goals.

El último paso es revisar y ajustar su estrategia de planificación de cuentas en función de los resultados y los comentarios de su plan de acción de cuenta. Debe evaluar las fortalezas y debilidades de su estrategia, e identificar las brechas, los desafíos y los riesgos que deben abordarse. También debe celebrar y reconocer los logros y éxitos de su estrategia, y aprovecharlos para crear nuevas oportunidades y valor para la cuenta.

Simply put , we have 2 ears and one mouth for a reason , LISTEN , LISTEN , LISTEN in other words ...... In a sales negotiation and or sales presentation the person who talks the most usually goes home with the product