17 min

18. Effective account planning drives 40-70% higher revenues and greater customer satisfaction and loyalty. It takes great preparation, good processes and strong participation The Thoughts on Selling™ Podcast

    • Management

I've been deeply involved in account planning process development, improvement and facilitation for many years and have seen the strong positive impact on value creation, customer satisfaction and loyalty and revenue.

Here are a few lessons learned along the way:


Account planning, as the basis for account based selling, is vastly different from writing an account plan
Effective preparation helps to ensure the success of an individual account planning initiative
Good account planning requires the ongoing participation of key customer stakeholders...and this, by itself, is a decent judge of the relationship strength
Well defined processes help to ensure success...it's the secret sauce of every good facilitator
Trained facilitators help to ensure that goals and objectives are achieved.

To follow up, you can reach me on ⁠LinkedIn or via my company website.

To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast ⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠.

I would appreciate your sharing this podcast with one or two coworkers or peers. And I would very much appreciate positive reviews on the Apple podcast site or wherever you get your podcasts. Positive reviews help others to find this podcast!

Thank you!

Lee Levitt

I've been deeply involved in account planning process development, improvement and facilitation for many years and have seen the strong positive impact on value creation, customer satisfaction and loyalty and revenue.

Here are a few lessons learned along the way:


Account planning, as the basis for account based selling, is vastly different from writing an account plan
Effective preparation helps to ensure the success of an individual account planning initiative
Good account planning requires the ongoing participation of key customer stakeholders...and this, by itself, is a decent judge of the relationship strength
Well defined processes help to ensure success...it's the secret sauce of every good facilitator
Trained facilitators help to ensure that goals and objectives are achieved.

To follow up, you can reach me on ⁠LinkedIn or via my company website.

To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast ⁠⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠⁠.

I would appreciate your sharing this podcast with one or two coworkers or peers. And I would very much appreciate positive reviews on the Apple podcast site or wherever you get your podcasts. Positive reviews help others to find this podcast!

Thank you!

Lee Levitt

17 min