B2B Prospecting demands a tactical approach

What is your plan to win that must-have account?

By the time you receive a request for a proposal, most of the selling is done and the prospect already has made a lot of decisions. The best time to influence that decions, is in the period before that.

Structured prospecting is all about frequently stopping, thinking and planning next actions. It is up to you to facilitate your account managers with the right tools and processes to do so. The same tools will help you get insights you need and enable a much more effective conversation on the best approach. Are your account managers proactively planning and leading the sale?

The Prospect Plan Canvas is the easiest way to develop the best prospect plan. It is a one-page document to guide your thinking on the eleven most important topics in getting that most-win account and creating the winning value proposition. You can capture the outcome of your thinking visually and share it with others.

It is free. You can download it, use it and share with anyone.

Download the canvas

Leave your contact details below to download the Canvas (Word template). As an extra we will later provide you with additional resources to get the most out of using the canvas.

Check out our training page

Prospect Planning Training

With the Prospect Plan Canvas you will introduce your team to an effective tool that they will appreciate. And you will organize grip on getting those important accounts in.

Both you and your account managers participate in this training provided by Tenacity.
In a preparations meeting, we discuss the particularities of your organization and in two days, your team will learn to use the canvas accordingly. There are many levels on which you can use the canvas. You’ll learn to think on a whole different level about value for clients, setting goals, developing plans to get in the best possible position to win the contract. There are a surprising number of strategies at their disposal.

It’s an inspiring and practical training where people will be learning by doing. Everybody will at least have created one full prospect plan and will be able to work with the Prospect Plan Canvas from that moment forward.

You can also include the Account Plan Canvas and/or the Contract Renewal Canvas in the training. Then your team will be able to operate at the tactical level in all stages of the contract. Tactical account management is about being in the lead, always. As well in the prospecting-, the operational- and in the renewal phase of any contract.

In the training we’ll introduce you to a lot of common (and not so common) tactics for achieving your goals. It is time to get in the lead with your prospects. We look forward to meeting you!

Training is a great way to develop your tactical thinking on managing accounts and achieving your objectives. You will learn to use our instruments and tap into the extensive experience that has led to the development of this cutting-edge tools. In all training by Tenacity, you’ll learn to think on a whole different level about orchestrating value for your clients and getting the best results in return.

It is time to get tactical about account management.