Objective
This article details the Smart Account Plan feature, enhancing and streamlining Account-based selling (ABS) workflows. It gives sales teams a comprehensive insight into all critical aspects of target accounts - seamlessly consolidated in one place and keeps account teams in sync to land, retain and expand target accounts.
Additionally, users can use this feature along with newly introduced Prospect Relationship Map functionality in Outreach. To learn more about Prospect Relationship Map in Outreach, refer to this article.
Applies To
- Outreach Users
- Outreach Admins
Overview
The Smart Account Plan feature in Outreach serves as a centralized place to enable sales teams to efficiently organize and store account research, while accessing information from various sources such as Crunchbase and CRM fields synced to Outreach. This feature aids in building and managing relationships throughout the sales process and provides insights into past and future engagements with each account. By simplifying research and improving collaboration, Smart Account Plan helps account teams make informed decisions and personalize their approach when nurturing customer relationships.
The Smart Account Plan exists as a new layout within the Account Overview section.
Procedure
Setting up the Smart Account Plan
To access the Smart Account Plan, a user needs to select the Smart Account Plan layout on the Account Overview page within the Outreach default layout. The Smart Account Plan displays varying types of information about an account using Sales Intelligence Tiles. Some tiles can be configured by the user to show as little or as much information as they need.
Some of the new Sales Intelligence Tiles available within the Smart Account Plan are as follows:
| Option | Description |
| About account | Account description and industry information sourced from Outreach or Crunchbase. |
| Account details table | A table that users can customize to include key account details such as Employee Count, Company Type, Revenue etc. These details are sourced from Outreach or Crunchbase. |
| Competitors | Specify an account’s competitors. Information about the competitor, if available, is pre-populated from Crunchbase or the user can provide their own notes. |
| Engagement activity timeline | See a chronological record of all engagement activities within the account, including calls, meetings, emails, and more. |
| Engagement strategy |
Text field where reps can document strategies for engaging with the account, delineating tactical moves, key personas, and barriers to success. It supports Rich Text Editor (RTE) with additional functions. For example, by entering “/” users can insert Prospect or Opportunity data. |
| Prospect Relationship Map | Prospect Relationship Map visualizes prospect relationships to reveal stakeholder influence in the buying process. |
| Strategic initiatives & outcomes |
Text field where reps can document the account’s strategic initiatives and business outcomes. It supports Rich Text Editor (RTE) with additional functions. For example, by entering “/” users can insert Prospect or Opportunity data. |
| Tech stack | Specify an account’s existing tech stack. |
| Text block |
Blank text field to fill in any miscellaneous account information. Supports Rich Text Editor (RTE) with additional functions. For example, by entering “/” users can insert Prospect or Opportunity data. |
Smart Account Plan Layout Customization
Outreach admins and reps can rearrange, clone, or create Smart Account Plan layouts from scratch, allowing them to select and incorporate existing or newly added Sales Intelligence Tiles.
In addition, Admins now can set new Smart Account Plan layout (or any other account layout) as default for the whole org (Administration > Organization > Layouts) or for specific user profiles (Administration > Organization > Profiles > Sales intelligence tiles)
Note: Only users granted edit rights have the ability to create, clone, and make updates to the layout.
Smart Account Plan - Side Panel
Smart Account Plan now features a dedicated side panel, designed specifically for this layout, providing reps with immediate access to essential account details. This includes things like open opportunities, past and upcoming engagement data such as scheduled meetings, pending tasks, and more. Reps can easily hover over each item for additional insights or delve deeper for further information.
Engagement Activity Timeline
Smart Account Plan also offers a new Engagement Activity Timeline tile. This a revamped version of the Activity feed, showcasing all past account activities in a clear timeline format. Users can conveniently hover over or click on individual activities to access more detailed information.