Importance of Account Planning and How Actionable Org Charts Can Make it Effective?

 It is truly said, “Effective Account Planning is the backbone of successful B2B marketing strategies.”

Account Planning enables you to nurture and build lasting relationships with key customers, resulting in enhanced conversion rates & ROI of the organization. However, it requires critical and updated insights about the key accounts to offer them products & services concerning their specific needs & requirements.

That's where an actionable org chart comes into play. It provides laser-focused data about the existing accounts including their organizational structure, key decision-makers, their roles & responsibilities, etc. As a result, the sales intelligence tool empowers you to engage with the right person, build stronger relationships, and enhance the ROI of the organization.


So, let's explore why account planning is important and how an actionable org chart can make it more effective-

Why is Account Planning Important?

Effective account planning defines a clear strategy and action plan to expand relationships with key customers. It also helps you to leverage value-driven conversations that focus on the client’s value drivers by:

  • Understanding the key customers' financial health, strategic objectives, key partners, risks, market position, and more

  • Assessing the dynamics of relationships within the account (dynamics of relationships across lines of business, access to power, etc.)

  • Determining clients’ risks and mitigation strategies

  • Identifying resources that are needed to successfully execute action plans

  • Prioritizing pursuits based on the client's challenges and pain points

How Actionable Org Charts Help in Effective Account Planning?

A customized and actionable org chart of key customers is all about identifying critical contacts and their details in a strategic account. The sales intelligence-driven org charts visually represent the key stakeholders, influencers, and how different agents interact within the organization. As a result, it allows you to anticipate changes in the client’s needs and accordingly provide value to their organizations.

Recording all of the clients’ details in an actionable org chart helps you to stay ahead with multiple entry points and a top-notch action plan. It allows you to analyze where you are strong and where you are facing challenges in order to close the deal faster. That’s why the actionable insights of these charts help you in assessing:

  • How different parts of the organization influence each other

  • The depth of relationship within the prospect account

  • Path to approach multiple decision-makers

  • Role of key stakeholders in the decision-making process

  • Access to power and key influencers, and so on

Account planning is a critical process at the beginning. However, it can help you to create a perfect roadmap for developing a lasting relationship with key customers while boosting the ROI of the organization. And, teaming up with actionable org charts will enable you to close deals faster, resulting in record-breaking revenue.

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