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Your Account Plan should document what you need to do to win a deal against identified competitors. In your case, your Account Plan does detail who your competitors are and how you plan to win against these competitors.

You are asked to present a brief and precise internal overview of a deal you are working on in one of your key accounts. You could do this with confidence, at short notice.

Every deal needs to be able to explain your proposition – i.e. why the customer should buy from you. Your proposition clearly differentiates from your competitors, and addresses your customers stated requirement.

You genuinely believe that you have an effective Executive Alignment Strategy. You are connected to the right people in your account who will make the decision.

You are asked to present the difference between your solution and that of your competitors within the next 30 minutes and you feel able to do this with confidence.

You can clearly indentify the key win dependencies – i.e. the things that need to be addressed to give you a good chance of winning the business.

You are asked to summarise the Strategy for this particular deal and the primary Tactics that must be implemented (in the correct sequence) to ensure you win. You have to present this to your CEO in 10 minutes and feel confident and able to do this.

You are asked by the customer to present your solution to their main board. You have time to prepare. You know you need the support and help of your colleagues to create and present your solution. You think everyone in your team is working towards a common and agreed outcome.

Your sales manager asks you for your forecast on this deal. You are 100% confident that you can forecast where this deal sits in the sales cycle.

You think you need some help constructing an effective win plan (a plan that will address all the issues mentioned above).