90-Day Account Penetration Strategy
Template & Methodology
Note: This template demonstrates my systematic approach to account development. Once we discuss your potential territory and target accounts during the interview process, I'm happy to complete a specific plan for one of your priority accounts to show exactly how I'd approach it.
Account Overview
What I research before engaging:
- Company financials, revenue, employee count, and geographic footprint
- Recent news, earnings calls, and executive LinkedIn activity
- Technology initiatives, digital transformation efforts, and budget priorities
- Competitive landscape and known vendor relationships
Why account selection matters:
- Strategic reference potential in target vertical
- Budget authority and known technology investment patterns
- Expansion opportunity across business units or geographies
- Alignment with company's ideal customer profile
Current State Assessment
How I identify challenges and opportunities:
- Industry research: trade publications, analyst reports, regulatory trends
- Company-specific intel: earnings calls, press releases, LinkedIn posts from executives
- Competitive intelligence: what tools they're using, contract expiration timelines, known pain points
- Network leverage: conversations with current/former employees, industry contacts, similar customers
My approach to building credibility: I leverage domain expertise from 12+ years in the industry, relationships with similar accounts, and specific knowledge of their competitive landscape. I lead with insights, not pitches.
Stakeholder Mapping
How I map the buying committee:
Economic Buyer
- Identify who controls budget authority for relevant technology decisions
- Research their priorities through LinkedIn, presentations, and industry activity
- Plan access strategy: warm introductions, executive briefings, or leveraging mutual connections
Champion Development
- Identify individuals facing pressure related to our solution domain
- Provide value early: insights, benchmarks, problem-solving assistance
- Build advocates who will sell internally when I'm not in the room
Influencers & Gatekeepers
- Technical evaluators who will assess solution fit
- IT/security teams who must approve deployment
- Procurement who will negotiate terms
Multi-threading approach: I systematically build relationships across 5-10 stakeholders per account to ensure deals don't die when one person leaves or loses influence.
90-Day Action Plan
Days 1-30: Research & Initial Contact
- Week 1-2: Deep account research, org mapping via LinkedIn and Sales Navigator, identify 3-5 warm introduction paths
- Week 3-4: Execute multi-channel outreach (email, LinkedIn, calendar invites), secure initial discovery meetings, prepare account-specific insights
Goal: 2-3 discovery meetings scheduled with relevant stakeholders
Days 31-60: Build Relationships & Demonstrate Value
- Week 5-6: Deliver value before asking for business (webinars, workflow analysis, benchmarks), identify champion candidates
- Week 7-8: Multi-thread to additional stakeholders, conduct technical validation or proof-of-concept if appropriate
Goal: Champion buy-in achieved, economic buyer introduced, technical feasibility validated
Days 61-90: Advance to Opportunity
- Week 9-10: Present business case to economic buyer, align on success metrics and timeline
- Week 11-12: Develop proposal, coordinate internal resources, establish clear path to close
Goal: Qualified opportunity in pipeline with defined deal value and close timeline
Success Metrics
How I measure progress:
- Day 30: 3+ stakeholder relationships established, 1-2 champion candidates identified
- Day 60: Economic buyer engaged, technical validation in progress or complete
- Day 90: Qualified opportunity with defined pipeline value and close probability
I track leading indicators (meetings, stakeholder engagement, value delivery) rather than just lagging indicators (deals closed).
Risk Management Approach
Common obstacles and how I handle them:
Incumbent vendor relationships: Position as complementary rather than replacement, focus on unmet needs, leverage champion frustration with current limitations
Long enterprise sales cycles: Start with pilot programs or single business units to prove value quickly, then expand
Budget constraints or timing: Maintain relationship cadence, provide ongoing value, stay top-of-mind for when budget opens
Why This Approach Works
- Systematic and repeatable: I've used this framework across 20+ enterprise accounts with consistent results
- Value-first selling: Build credibility through insights and problem-solving before asking for business
- Multi-threaded resilience: Deals survive personnel changes because relationships span the organization
- Measurable at every stage: Clear metrics prevent surprises and enable course correction
Next Step: Once we discuss your potential territory and priority accounts during our interview, I'm happy to complete a detailed 90-day plan for one of your target accounts. This will show exactly how I'd apply this methodology to your specific situation and demonstrate the research depth I bring to account development.