When you are investing time in developing account strategies and building relationships with your existing clients, account planning becomes a mandatory practice. It is an extremely powerful process that provides you with a deeper understanding of your client’s business challenges, processes, prerequisites, and offerings. This process helps you to open multiple entry points and develop everlasting relationships with existing customers. That’s why it is recognized as a differentiator and value creator for B2B marketers as it helps to set an amicable pattern of their business by providing detailed information about their client’s business processes.
Fortunately, this flow can be achieved by utilizing customized, updated, verified, and actionable org charts of the businesses developed by sales intelligence experts. It gives thorough data about customers’ business solutions, job responsibilities, job changes, decision-makers, influencers, and more. The sales intelligence infused chart helps to build a lasting relationship with the decision makers of the organizations, resulting in an increase in cross-sell and upsell within the organization. However, before we go further, first we need to understand-
What is Account Planning?
Account Planning is a process of building and nurturing a long-term relationship with your existing customers by getting a deep insight into their problems, key initiatives, and more. It allows you to understand their business and deliver value that helps them to increase their sales and achieve their goals. However, account planning is not just about nurturing the relationship with the existing customers, but also about what is the lifecycle of potential deals over time and how each customer will use your offerings.
How Is an Actionable Org Chart Important in Account Planning?
Building a customized and actionable org chart is so incredibly important for B2B marketers in order to understand the client's business solution and its decision-makers. These detailed and verified charts help them to answer three important questions while going through the client's account, i.e:
- Who is in power?
- Who reports to whom?
- Who takes the decisions?
Eventually, it allows the marketers to execute account planning by helping them in numerous ways, such as:
- Expand the knowledge about their client’s business, motivations, and goals.
- Deliver value through perfect solutions for customers’ challenges.
- Identify sales opportunities and avoid limitations & risks.
- Target key stakeholders & decision-makers by navigating through internal politics
Actionable Org Chart created by sales intelligence experts not only makes the key account planning journey easier but also helps in lead generation within the key accounts. It solves the adversities of account planning and easily builds relationships with existing customers.
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