gtm-enterprise-account-planning

# Enterprise Account Planning Strategic account planning and execution for enterprise deals. Turn complex sales cycles into systematic wins — or at least know when they're dying before you waste months. ## When to Use **Triggers:** - "How do I plan this enterprise deal?" - "This deal has been in motion 3 months, why isn't it closing?" - "Should I create a full account plan or simplified version?" - "How do I know if this deal is actually moving?" - "MEDDICC qualification" - "Building a mutual action plan" **Context:** - Strategic deals above your average ACV - Multiple stakeholders involved - Sales cycle exceeds 60 days - Complex buying process (legal, procurement, security) - Enterprise or mid-market accounts --- ## Core Frameworks ### 1. If Your MAP Hasn't Been Updated in 3 Weeks, That Deal Is Dead **The Pattern I've Seen:** The Mutual Action Plan (MAP) is the single best indicator of deal health. Not pipeline stage. Not verbal commitments. Not "they love the product." **The MAP tells you everything:** **Healthy deal:** - MAP updated weekly - Customer adding their own action items - Both sides completing tasks on schedule - New stakeholders appearing in MAP - Dates moving up (not pushed out) **Dying deal:** - MAP last updated 3+ weeks ago - Only your side has action items - Customer tasks marked "pending" for weeks - No new stakeholders engaged - All dates in the past **Why This Happens:** When a deal is real, the customer wants it to happen. They're doing wor...