In working with sales leaders and their teams, I’m amazed at how many leave their sales success to chance. Whilst some find themselves catching lightning in a bottle, where they come across a customer just at the right moment, and in the right step in the buying process, the vast majority do not. In selling, especially strategic selling, it is crucial that we plan, and not just a selling strategy, but develop an Account Plan. This is macro planning, and an investment of time and effort up front, can bring unbelievable rewards at the pointy end of the sales process. In this episode, I cover one aspect of Account Planning that is a must for all sales teams.