Account Plans & Strategies

Let's be honest about the gap between what's expected and what actually happens.

What leadership wants: A detailed plan for every strategic account — stakeholder maps, growth opportunities, risk factors, competitive landscape, and a clear path to expansion or renewal.

What reps actually have: A jumble of notes scattered across CRM fields, email threads, meeting recordings, and sticky notes. Maybe a half-finished spreadsheet from last quarter that nobody updated.

Why the gap exists: Creating a proper account plan from scratch takes 2-4 hours. Multiply that by 10-20 strategic accounts and you've just blown an entire week on documentation instead of selling.

AI eliminates this trade-off. You feed it your existing notes, call summaries, and deal history — all the information you already have — and it synthesizes everything into a structured plan. The intelligence was always there. It just needed organizing.

Here's what a great account plan covers and how AI builds each section from your existing information:

Stakeholder map — Who's involved in the account, what's their role, their attitude toward you (champion, neutral, blocker), and what matters to them personally.

Account health score — Based on engagement patterns, support tickets, usage data, and relationship strength across the org.

Expansion opportunities — Where can you grow? New departments, additional products, increased usage, or upsell potential.

Risk factors — What could cause churn or downsell? Contract timing, competitor activity, champion departure, budget cuts.

QBR talking points — What should you present in the next quarterly business review? Value delivered, ROI demonstrated, strategic recommendations.

You don't need all this information in a perfect format. AI works with messy, real-world data — call notes, email snippets, CRM fields, whatever you have.

Let's build a real account plan. Watch how AI transforms scattered information into a strategic document.

The account plan demo above started with a brain dump — scattered notes, half-remembered call details, and a few contact names. That's what real sales data looks like. Nobody has clean, perfectly formatted account information.

Here's why this matters: you don't need to change how you take notes. Just dump everything you know about an account into AI and ask for a structured plan. It handles the organization, pattern recognition, and strategic recommendations.

Some tips for getting the best results:

Include the bad stuff. Support tickets, competitor mentions, objections, missed meetings — this is the information that reveals risk. Don't filter it out trying to look good.

Add context about relationships. "Met once, seemed disengaged" is more useful than just a name and title. AI uses relationship quality to assess account health.

Mention what you don't know. "I've never met the CFO" is a valuable data point. AI will flag the gap and recommend you close it.

Update quarterly. Run the same prompt every quarter with updated information. AI will track changes over time and surface trends you'd miss.

Account plans become especially powerful when you have a QBR or renewal approaching. Instead of scrambling to build a deck the night before, run this prompt:

"Based on this account plan, create a QBR agenda and talking points. Focus on: value we've delivered this quarter, risks we should address proactively, and one expansion opportunity to introduce."

AI will generate a complete QBR framework — including the slides you should build, the data you should pull, and the questions you should ask. It turns a stressful evening of deck-building into a 20-minute exercise.

For renewals, the prompt shifts to: "This account renews in 90 days. Based on the current health score, risks, and expansion opportunities, build me a renewal strategy with timeline and stakeholder engagement plan."

The pattern is always the same. Feed AI what you know, tell it what you need, and let it do the heavy lifting.