289 Here’s Why Account Planning Is Important for Sales Engineers

Notes:

Account Planning is something that Salespeople are responsible for. Many Sales Engineers try to stay away from that as it’s boring and many salespeople don’t come up with a good plan. However, in this video, I make the case why some Sales Engineers should be involved.

Here are the questions that we will answer today:

What is an Account Plan?

Who is responsible for the account plan?

Why should SEs care about having a good account plan?

Who would not participate in creating one?

And finally, how to Account Plan?

Quotes:

“ salespeople are usually given a quota they have to hit. And the good salespeople know exactly how they’re going to hit it. How do they know it? They know it by doing account planning, by understanding what’s out there in the world.” – Ramzi Marjaba

“I want to understand what their goal is, and I want to have a common goal with my account manager, or managers. I want to know what they want to do.” – Ramzi Marjaba

“I can work independently for my account manager and help them achieve our common goal. If we’re blind and we don’t know where they’re going, we have to be behind them.” Ramzi Marjaba