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SL-005 · Sales & Customer

Account Growth Planner

Turn account potential into a focused growth plan

IN PREPARATION

Account Growth Planner toolkit front cover

About this toolkit

This toolkit gives you a straightforward way to map an account's real growth potential and pursue it deliberately.

What this toolkit helps you achieve

  • Apply a clear and repeatable sales process
  • Use evidence and numbers to focus attention
  • Finish with owned actions and review dates

What’s included

  • A four‐part cycle for growing an account: Map, Prioritise, Pursue, Review
  • The Five Golden Rules of account growth, on one page
  • A plain‐English guide to the four levers of account growth: Retain, Expand, Cross‐Sell, Advocate
  • A twelve‐question coaching bank for mapping, prioritising and pursuing growth
  • A matrix for deciding how much investment an account genuinely deserves

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Best for

Account managers growing share of wallet without relying on blanket discounting

Expected practical outcome

Map the relationship and the growth potential honestly before you plan any activity. An account with real potential but a weak relationship needs a completely different first move than one with both already in place.