Gtm Enterprise Account Planning

Enterprise Account Planning

Strategic account planning and execution for enterprise deals. Turn complex sales cycles into systematic wins — or at least know when they're dying before you waste months.

When to Use

Triggers:

• "How do I plan this enterprise deal?"
• "This deal has been in motion 3 months, why isn't it closing?"
• "Should I create a full account plan or simplified version?"
• "How do I know if this deal is actually moving?"
• "MEDDICC qualification"
• "Building a mutual action plan"

Context:

• Strategic deals above your average ACV
• Multiple stakeholders involved
• Sales cycle exceeds 60 days
• Complex buying process (legal, procurement, security)
• Enterprise or mid-market accounts

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Core Frameworks

1. If Your MAP Hasn't Been Updated in 3 Weeks, That Deal Is Dead

The Pattern I've Seen:

The Mutual Action Plan (MAP) is the single best indicator of deal health. Not pipeline stage. Not verbal commitments. Not "they love the product."

The MAP tells you everything: