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Account Planning

Account planning is a practice that many businesses use when pursuing new customers, but it can also be used throughout the duration of a business relationship to effectively manage a customer account. The practice involves performing research on the customer’s needs and specific goals beyond the basics that are presented. By having this in-depth knowledge of what is happening within a prospective customer, your sales and marketing team can customize their approach to increase sales.

What Small and Midsize Businesses Need to Know About Account Planning

Within an SMB, the sales and marketing teams are most likely to benefit from account planning. When these team members are equipped with a deep understanding of a customer’s needs at any given time, they can then use this information to pitch a new product or service at the right time. This can lead to increased sales and higher levels of customer satisfaction.

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