I remember the first time I started writing “Account Plans”. It was when I started working on complex projects— managing multiple stakeholders on deals worth more than a million dollars. I was working for a new Telco (the second one in the country) and we were selling satellite networks to Shell Exploration. As I progressed in enterprise sales with Telcos—especially during my time at Alcatel-Lucent (now Nokia)—I learned that account plans are strategic tools, not paperwork. Done right, your...