Account Planning Sprint: 90-Minute Deep Dive into Top 5 Accounts

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

This 90-minute Account Planning Sprint is a structured, high-intensity working session designed for B2B sales teams to deep-dive into their top 5 accounts. Using the MEDDIC framework, Gong call data, and Salesforce pipeline metrics, you will produce a prioritized action plan for each account. The sprint replaces vague account reviews with specific, measurable next steps. Expect to leave with five clear attack plans, each with a named owner, a specific trigger event, and a concrete next meeting date.

## 1. Warm-Up: Define the Top 5 (10 min)

**Time Allocation:** 10 minutes

**Script:** "Open your Salesforce dashboard. Filter by your territory, then sort by 'Total Contract Value' or 'Expected Revenue (Next 90 Days)'. Pick the five accounts with the highest combined value and highest probability of closing in this quarter. Write them down. No debate. If you have fewer than five, add one that's stalled but has a recent trigger event—like a new CRO hire or a funding round."

**Action:** Each rep writes the account name, current stage, and next step from Salesforce. Use the "Account Health" score from Clari if available. If you don't have Clari, use your own judgment based on last contact date and deal velocity.

**Output:** A list of five accounts. Example: "Acme Corp – Stage 3 (Negotiation) – Next step: Send revised MSA by Friday."

**Bold:** **No exceptions.** **This is your focus for the next 80 minutes.**

## 2. Account 1: MEDDIC Audit (15 min)

**Time Allocation:** 15 minutes

**Script:** "For Account 1, run a full MEDDIC audit. Open the account record in Salesforce. Go to the 'Activities' tab. Pull the last three Gong call recordings. Listen to the first 2 minutes of each. Answer these four questions out loud:

- **Metrics:** What specific business metric did the champion mention? (e.g., 'Reduce churn by 15%' or 'Increase lead conversion from 8% to 12%') If you don't have a number, **stop.** You don't have a deal.
- **Economic Buyer:** Who signs the PO? Name and title. If you haven't spoken to them, **flag this as a risk.**
- **Decision Criteria:** What are the top three criteria they will use to choose? Write them down. If you don't know, **your champion is not qualified.**
- **Identify Pain:** What is the pain they described in the last call? Quote verbatim from Gong. Example: 'Our current onboarding takes 6 weeks and we lose 30% of new customers.'"

**Action:** Fill out a MEDDIC checklist for this account. Use the MEDDIC template from Winning by Design if your CRM doesn't have one built-in. If you have a MEDDPICC field in Salesforce, also check for **Competition**, **Champion**, and **Paper Process**.

**Bold:** **If you cannot answer all four MEDDIC questions, this account is not ready for a sprint. Move to Account 2.**

**Output:** A completed MEDDIC card for Account 1.

```mermaid
flowchart TD
    A[Account 1: MEDDIC Audit] --> B{Metrics defined?}
    B -->|Yes| C{Economic Buyer known?}
    B -->|No| D[Stop. Not a deal.]
    C -->|Yes| E{Decision Criteria clear?}
    C -->|No| F[Flag risk. Find buyer.]
    E -->|Yes| G{Pain quoted from call?}
    E -->|No| H[Champion not qualified.]
    G -->|Yes| I[Proceed to next step.]
    G -->|No| J[Re-qualify pain.]
    D --> K[Move to Account 2]
    F --> K
    H --> K
    J --> K
```

## 3. Account 2: Trigger Event & Stakeholder Map (15 min)

**Time Allocation:** 15 minutes

**Script:** "For Account 2, focus on the trigger event. Open your Outreach sequence history. Look at the last 30 days of email replies. Also check LinkedIn for any job changes. Write down the single most recent trigger event. Examples: 'New VP of Sales hired last Tuesday' or 'Company raised $50M Series C.' If you have no trigger event, **you are guessing.** Use a tool like **Salesloft** to see if your emails are being opened. If not, you have no engagement."

**Action:** Draw a stakeholder map on a whiteboard or in a shared doc. Use the **Challenger Sale** concept of identifying the **Mobilizer**—the person who can actually drive change. Map all stakeholders: Economic Buyer, Champion, User, Technical Evaluator, and any blockers. For each, write their name, title, and current sentiment (Positive/Neutral/Negative).

**Bold:** **The trigger event is your entry point.** **Without it, you are cold calling.**

**Output:** A stakeholder map with trigger event noted.

## 4. Account 3: Competitive Positioning & White Space (15 min)

**Time Allocation:** 15 minutes

**Script:** "For Account 3, identify the competition. Open your **Gong** deal board. Look at the 'Competitive' section. Who are you up against? If you don't know, **assume you are losing.** Use the **MEDDPICC** framework: the second 'C' stands for **Competition**. Write down the competitor name, their key differentiator, and your counter. Example: 'Competitor: Salesforce. Their pitch: 'All-in-one platform.' Our counter: 'We are purpose-built for mid-market, with 40% faster implementation.'"

**Action:** Calculate **w

Account Planning Sprint: 90-Minute Deep Dive into Top 5 Accounts

Direct Answer

1. Warm-Up: Define the Top 5 (10 min)

2. Account 1: MEDDIC Audit (15 min)

3. Account 2: Trigger Event & Stakeholder Map (15 min)

4. Account 3: Competitive Positioning & White Space (15 min)

5. Account 4: Next Steps & Mutual Action Plan (15 min)

6. Account 5: Risk Mitigation & Close Plan (15 min)

7. Recap & Commitments (5 min)

FAQ

Sources

Account Planning Sprint: 90-Minute Deep Dive into Top 5 Accounts

Direct Answer

1. Warm-Up: Define the Top 5 (10 min)

2. Account 1: MEDDIC Audit (15 min)

3. Account 2: Trigger Event & Stakeholder Map (15 min)

4. Account 3: Competitive Positioning & White Space (15 min)

5. Account 4: Next Steps & Mutual Action Plan (15 min)

6. Account 5: Risk Mitigation & Close Plan (15 min)

7. Recap & Commitments (5 min)

FAQ

Sources

What does the score mean?