Janek's Critical Account Planning™ (CAP) is a collaborative approach to strategic account planning with a salesperson’s most important customers. It is a repeatable, ongoing process that focuses on deeply understanding the customer, aligning unique needs to opportunities to create value, and executing a dynamic plan to move opportunities forward. The CAP model presents three stages (Collect and Review Information, Align Needs to Opportunities, and Prioritize Next Steps. Each stage includes tactical steps, worksheets, and key actions. The workshop focuses on building an actual account plan in a highly interactive and energizing experience. The program is available as a 1-day in-person workshop or a 2-session virtual workshop.
