Welcome to the inspir’em newsletter

In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.

This series focuses on Strategic Account Planning - how to get the most out of your accounts and concentrate your efforts where it will yield the best results.

We begin the series with an introduction to Account Planning - how to use your account plan to generate pipeline and close more revenue all year long, not just in January.

⚡NEW BLOG - The Art of Account Planning

Want to know the secret of the best salespeople in the business? 

Discover why Account Planning is central to any sales job,

plus our 3 TOP TIPS for success.

⚡inspir'em guide

Pipeline Management Basics

Create a structured pipeline generation operating rhythm that will see you and your team out beyond the January PG rush! 

Download your copy HERE.

Free to inspir'em product subscribers - email [email protected] to get your copies.

⚡inspir'em Tips for Managers

Sales Meeting Guide:

Back by popular demand after appearing in our Build Series - our Sales    Meeting Exercise Guides.

Use these tips in sales meetings or for ideas for the new year's kick off sessions. 

Exercise: Who's Who in the Zoo? 

Instructions: Do you have an account you really want to break into? Perhaps you haven't quite found the right contacts yet. 

A simple and effective exercise is to use a team meeting to discuss the account: 

• Consider the company structure - how are they organised?

• Consider the personas you might want to target - create a fresh org chart without anyone's names

• Get the team to research together on LinkedIn and in the news

• Who do you know? Who is new that you could target?

Note to the manager / founder - This exercise will give you a view of how your team is thinking about accounts - and how broad they are going with the personas. It will allow for good coaching opportunities and to help pipeline generation in the most strategic accounts. 

⚡inspir'em Training

Strategic Account Planning with MEDDIC

Kick off 2024 with our one-day live workshop to create a fully comprehensive account plan and pipeline generation plan.

We will be using REAL ACCOUNTS to facilitate you building a plan to strategically target one of your large enterprise accounts - using MEDDIC based templates.

Enrol today and give yourself the tools for success in 2024. 

 Blog - Meetings: A Fair Exchange of Value?

When sending out emails to secure a meeting this month, don't expect a 'yes' from the offer of a coffee and a chat. 

Read our blog on how to secure the meeting- and why it's worth much more than a cup of coffee.

International Women's Day 2024

Email [email protected] and join us at the Shakespeare Globe on IWD 2024.

Places are limited.

 Copper

Sales account planning: a step-by-step guide

Sales account planning is one of the most important, but underused tools by sales reps. Copper sets out why they are so important, and why the top performing sales reps rely on them.

 Hubspot

Two Successful Approaches to Account Planning (Template)

By using strategic account planning to target your key accounts, you can become your customer's trusted partner, not just a vendor. Hubspot provides two viable account planning solutions in this article.

 People.ai

Account Planning: Defining a Sales Account Plan Strategy

Sales account planning views “closed-won” as an oxymoron—the initial sale is a mere foot in the door to opening a bigger opportunity that should never be “closed.” In this article you'll learn how to build a sales account plan and why leveraging your existing relationships to drive revenue should be embraced.