AI-Powered Account & Pursuit Planning

Written By Ben Cagle

AI transforms account and pursuit planning by generating executive-ready insights, stakeholder maps, and risk registers. This accelerates planning cycles and improves cross-sell and upsell outcomes.

Key Insights

  • McKinsey highlights AI's ability to increase cross-sell and upsell outcomes by 5–10%.

  • Gartner research shows AI account insights reduce planning cycles and improve pursuit outcomes

  • Microsoft emphasizes the role of AI in stakeholder mapping and executive-ready planning.

Pragmatic Playbook

1. Deploy AI-driven account dossiers to prepare for QBRs.
2. Use AI to generate risk registers and next-best actions.
3. Align AI pursuit insights with MEDDICC and sales stage-gates.

Sources & References

- MIT / Fortune (Aug 21, 2025): 95% of AI pilots fail.

- Gartner Reprint (2024): AI-augmented digital sales adoption.

- McKinsey (2024–2025): GenAI in customer experience, top tech trends, agents frontier.

- SAP (2025): State of B2B eCommerce.

Ben Cagle
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