CRO · Playbook · Advanced · Saves 60+ hours
Account-Based Selling Playbook
A playbook for executing account-based selling strategies.
What's included
- Account planning methodology
- Stakeholder mapping
- Multi-threading strategy
- Coordinated outreach
- Marketing collaboration
- Success measurement
Best used when
- Targeting strategic accounts
- Coordinating with marketing
- Building account plans
- Executing ABM motions
The template
The Template
ACCOUNT PLANNING
Account Plan Template
STRATEGIC ACCOUNT PLAN
ACCOUNT: _______________
AE: _______________
TIER: 1 / 2 / 3
ACCOUNT OVERVIEW:
Industry: _______________
Employees: _____
Revenue: $_____
Locations: _______________
CURRENT STATE:
ARR: $_____
Products: _______________
Contract end: _______________
Health: Green/Yellow/Red
GROWTH OPPORTUNITY:
Whitespace: $_____
Target products: _______________
Timeline: _______________
KEY RELATIONSHIPS:
☐ Executive sponsor
☐ Day-to-day champion
☐ Technical contact
☐ Procurement contact
STAKEHOLDER MAPPING
Influence Map
| Name | Title | Role | Stance | Access |
|---|---|---|---|---|
| Champion | Support | Strong | ||
| EB | Neutral | Weak | ||
| Technical | Support | Strong | ||
| Blocker | Against | None |
Relationship Strategy
RELATIONSHIP DEVELOPMENT
HIGH INFLUENCE + SUPPORT:
→ Maintain and leverage
HIGH INFLUENCE + NEUTRAL:
→ Priority: Convert to support
HIGH INFLUENCE + AGAINST:
→ Understand concerns, neutralize
LOW INFLUENCE + SUPPORT:
→ Use as intelligence source
LOW INFLUENCE + AGAINST:
→ Monitor, don't engage directly
COORDINATED OUTREACH
ABS Cadence
| Week | Marketing | Sales | Exec |
|---|---|---|---|
| 1 | Display ads | Research | |
| 2 | Content send | ||
| 3 | Direct mail | Call | |
| 4 | Event invite | Meeting | |
| 5 | Case study | Proposal | Exec call |
Frequently asked questions
What is the Account-Based Selling Playbook?
A playbook for executing account-based selling strategies.
Who is the Account-Based Selling Playbook for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the Account-Based Selling Playbook take to use?
It saves roughly 60+ hours versus building from scratch. Our AI coach can tailor the playbook to your situation in minutes, then hand you a step-by-step plan.
Is the Account-Based Selling Playbook free?
Yes. You can read the full playbook and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Account-Based Selling Playbook?
The coach teaches you the framework, asks a few questions about your business, tailors the playbook to you, and gives you measurable next steps to execute.