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Documentation Index

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The Action Plan is designed to help you turn account intelligence into real sales activity. After Dealtree generates an Action Plan, you can use it to decide what to do next, who to engage, what to validate, and which risks to address before the deal moves forward. Instead of keeping org chart data, buying committee insights, and notes separate, the Action Plan brings them together into a practical task list.

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When to Use the Action Plan

You can use the Action Plan at different stages of the sales process, such as:
  • Before starting outreach to a target account
  • Before a discovery call
  • Before a product demo
  • After identifying a champion
  • Before sending a proposal
  • During pipeline review
  • Before negotiation or procurement
  • When a deal is stuck or losing momentum The Action Plan is especially useful when you are selling into accounts with multiple stakeholders.

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How to Use the Action Plan

Start by reviewing the recommended tasks in the Action Plan. Focus on the tasks that are marked as high priority or connected to important buying committee roles, such as the economic buyer, champion, technical buyer, blocker, or procurement and legal. For each task, decide the next sales activity. This could be:
  • Sending a follow-up email
  • Asking your champion a specific question
  • Requesting an introduction
  • Preparing stakeholder-specific messaging
  • Scheduling a technical discussion
  • Confirming the buying process
  • Identifying missing stakeholders
  • Updating your CRM or internal deal notes The goal is to use each task as a guide for your next move.

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Example Workflow

A simple workflow can look like this:
  1. Open the account workspace.
  2. Review the buying committee.
  3. Open the Action Plan.
  4. Start with the highest-priority task.
  5. Identify the stakeholder connected to the task.
  6. Plan your next message, meeting, or follow-up.
  7. Update the task status after taking action.
  8. Add new notes if you learn something important.
  9. Regenerate the Action Plan if the account context changes. This keeps your account strategy updated as the deal progresses.

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Using the Action Plan for Deal Reviews

The Action Plan can also be useful during internal pipeline or deal review meetings. Sales reps can use it to explain:
  • Who is involved in the deal
  • Which buying committee roles are covered
  • Which roles are missing
  • What risks still exist
  • What the next actions are
  • Which stakeholders need more engagement Sales leaders can use it to coach reps on whether the account is well-covered or too dependent on one contact.

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Using the Action Plan for Follow-ups

After a call or meeting, review the Action Plan before sending your follow-up. Use the recommended tasks to decide what to ask, who to include, and what to clarify. For example, if the Action Plan says procurement is not covered, your follow-up may include a question about the vendor approval process. If the technical buyer has not been engaged, your follow-up may suggest a technical alignment call.

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Important Notes

  • The Action Plan should be used as a sales guide, not a fixed script.
  • Update account notes whenever you learn something new.
  • Task statuses should be updated as actions are completed or moved forward.
  • If the buying committee changes, regenerate the Action Plan.
  • The more complete your account data is, the more useful the Action Plan becomes.

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Next Step

After using the Action Plan, continue updating the account with new notes, stakeholder information, and task progress so your strategy stays aligned with the real deal situation.