Introduction:
Traditional account mapping is often a passive exercise—focused on alignment, not execution. But alignment alone doesn’t create revenue.In this session, we introduce the Connected Probability Model, a structured approach that turns account mapping into a proactive, execution-driven system. You’ll learn how to prioritize the right accounts and actively generate pipeline, not just track it.
What’s In It for You
You’ll walk away with a practical approach to account mapping that drives real pipeline helping you focus on the right accounts, activate the right sellers, and produce more predictable results.
2 Hour Class (With Exercises)
Introduction: Sets the stage for the course and establishes expectations for the training ahead.
Strategic Focus: Introduces a new approach to account mapping centered on leveraging partner sellers to generate new demand.
AI Support: Features Dynami, an AI agent designed to answer questions and provide real-time support for your field mapping efforts.
Data-Driven Identification: Introduces a systematic process to pinpoint high-probability accounts using objective data.
Strategic Mapping: Provides frameworks to develop specific strategies that increase the likelihood of engagement with those accounts.
The Problem: Traditional territory planning and target account mapping often lead to poor revenue performance because they lack a structured methodology.
The Solution: The "Connected Probability" framework offers a RevOps-driven approach to replace inconsistent methods.
The Goal: Specifically designed to maximize sales efficiency and drive sustainable revenue growth.
Practical Application: Includes a scoring exercise and case study to help you apply the connected probability process to real-world scenarios.
AI-Powered Research: Provides an AI agent that scans the web to identify specific ICP (Ideal Customer Profile) targeting information.
Streamlined Collaboration: Assists in the account mapping and information exchange process to ensure data-driven decision-making.
Structured Framework: Uses a 9-step, "tip of the spear" engagement model to operationalize prospecting and accelerate sales.
Strategic Coverage: Enhances geographic models with an account coverage layer based on ICP alignment and partner relationship scores.
Unified Alignment: Aims for 100% territory coverage by uniting sales, marketing, and partners through packaged plays and clear rules of engagement.
Structured Methodology: Aligns vendor and partner sales through a three-stage process and an eight-step territory management checklist.
Strategic Alignment: Focuses on ICP-based account scoring, measurable KPIs, and impactful incentives to drive unified prospecting.
Operational Success: Scales revenue by establishing a rigorous data cadence and transitioning from targeting to active, collaborative execution.
In this module we provide a Target Account Mapping spreadsheet to track connected probability scores and map accounts.