How to Develop Prescriptive Account Plans
Seven Steps for Creating Account Development Plans Designed to Capture Specific Growth Opportunities
Developing effective, action-oriented account plans is not an easy thing to do. If it were easy, sales research studies wouldn't report that less than 30% of companies are actually doing it. In this tutorial, you will learn about:
- How to use your customers' historical purchasing patterns to gain an understanding of the elusive "overall wallet spend."
- How to identify and quantify the two different types of organic growth opportunities that exist across your entire customer base.
- How to prioritize the opportunities and develop prescriptive territory- and account-level plans focused on specific actions.
- How to close the loop on each element of the plan and gather intelligence that can be used to improve the process.
This tutorial is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
How to Improve Your Close Rates
Trial and error with something as important as your close rates is risky. So, how do know which strategies and tactics you should be using to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.
View This Webinar -
Seven Signs Your Sales Strategy Stinks
How can you tell if your sales strategy is really going to be effective? This diagnostic provides a straightforward self-assessment to help you evaluate the quality of your sales strategy.
View This Diagnostic -
The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
View This Tool -
Arming Sales to Protect Value
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.
View This Research

Why Subscribe?
When you join your peers and become a Marketing Ops Journal subscriber, you get immediate access to this tutorial as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial Marketing Ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in Marketing Ops who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific Marketing Ops challenges