Keelin Cox, host of the excellent AEC Marketeer podcast, and Mark Wainwright dig into sales and the account development planning process. They discuss best practices, along with the why and how of account planning.
Hosted by Keelin Cox, CPSM, ENV SP, the A/E/C Marketeer Podcast explores A/E/C marketing trends and answers your most pressing questions to help you thrive as an AEC Marketeer.
Mark and I dig into sales and the account development planning process. We'll go over best practices, along with the why and how of account planning.
Mark is the founder and principal of Wainwright Insight, a sales consultancy to professional services firms. Leveraging his 20 years of sales and marketing experience, Mark offers Fractional Sales Management to firms who sell their expertise. He bills himself as ”a part-time sales manager to part-time salespeople” like architects, advisors, engineers, analysts, and other consultants who are skilled at their craft but often lack the organization and sales acumen that firms and individuals need to win new work and grow their practice.
Mark's Account Development Planning guide is available here to listeners:
https://www.wainwrightinsight.com/landing-page-account-development-planning-template/
His blog posts are available here: https://www.wainwrightinsight.com/account-development-plans/
You can find Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
or https://www.wainwrightinsight.com/
In sales, Account Development Planning is how you deepen relationships and grow revenue with your best clients. As such, it seems obvious that consulting firms would invest the time to understand what makes their most important clients tick. But all too often, firms overlook, under-appreciate, and take for granted important, existing client relationships. Firms don’t keep up-to-date on changing priorities, new staff and leadership, and the ebbs and flows of any relationship. If preserving and growing trust with your clients is important to you, then listen in on this account development planning podcast.
Listen to this episode with the player above, or follow this link to the 24-minute episode titled Account Development Planning with Mark Wainwright. Mark and Keelin explore the importance of planning in sales and the many elements of account development plans. They dig into the pitfalls to avoid and the many benefits of creating intentional plans for your most important clients.
This article, Account Development Plans, lays out the elements of the plan and how to create and implement a successful account development planning process at your firm.
In addition, this Account Development Planning Guide is a helpful tool you can download to get this process started.
About the AEC Marketeer podcast
The A/E/C Marketeer Podcast explores A/E/C marketing trends and answers your most pressing questions to help you thrive as an AEC Marketeer. The podcast is hosted by Keelin Cox, CPSM, ENV SP. Keelin is a creative thinker and problem solver with a focus on thoughtful interactions throughout the A/E/C industry. She has been the host of the AEC Marketeer podcast since 2020 with over 60 informative and inspiring episodes.
If you enjoyed this podcast…
Hosted by John Tyreman and Mark Wainwright, the Breaking BizDev podcast explores business development in professional services firms. Each episode pulls apart and highlights critical marketing and sales activities and strategies that “BD” often overlooks. Breaking BizDev works over the commonly seen yet ill-advised practices in all types of expert firms. And then provides clarity on how firms can think and act differently in their marketing and sales efforts.
If you host a podcast and wish to have Mark join you as a guest, then please send an email. Mark focuses on sales in professional services firms and help busy practitioners sell with confidence. And if you’re so inclined, your thoughts and feedback on these podcasts is always welcome.
Wainwright Insight provides fractional sales management and sales consulting to organizations who want to take control of their pipeline and build future sales leaders—but could use a little, part-time expertise. I work with professional services firms, and the experts in those firms, who need to get better at chasing and winning big deals when the stakes are high.