Selling What's Possible

Topic:
Focusing on Your Customer Needs for Your Next Account Growth Planning Cycle

In this episode of Selling What's Possible, Dave Irwin is joined by Ted Corbeill, Director of Revenue Enablement and a former Marine Intelligence Officer, to explore the evolving dynamics of account planning and where account teams should focus on for their 2025 account planning cycle. Ted brings a data-driven, disciplined approach to revenue enablement, emphasizing the importance of aligning account planning with customer growth strategies. Together, they discuss the pitfalls of traditional account plans, which often focus on internal targets rather than customer needs, and advocate for dynamic, customer-centric strategies that leverage real-time data and insights. They highlight the significance of understanding customer initiatives, integrating siloed team efforts, and creating living account plans that evolve continuously. Ted introduces the concept of the "analytical line" for ongoing assessment and alignment, stressing that true growth stems from teamwork, execution, and aligning with the customer's goals. This episode is a must-listen for account teams looking to modernize their strategies and unlock expansive growth opportunities.

Guest:
Ted Corbeill, Director of Revenue Enablement

Key takeaways:
Account teams should shift from internally-focused, static plans to dynamic, customer-centric strategies that leverage real-time data, align with customer growth goals, and emphasize teamwork and execution for unlocking expansive growth opportunities in 2025.