AI4Sales Edge Case Study: Why Account Planning Fails at Scale — And Why Ownership Matters

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AI4Sales Edge Case Study: Why Account Planning Fails at Scale — And Why Ownership Matters

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Account planning doesn’t fail because teams don’t care or don’t prepare.
It fails because decisions are made on outdated information, and no one owns them when it matters.

In this solo episode of AI4Sales Edge, Jelena Pepic breaks down why account planning fails in enterprise sales and customer success — and how shifting ownership from individuals to systems changes execution and reduces revenue risk.

This episode covers:

how static account plans create exposure at scale
why memory-based preparation doesn’t scale
how outdated information slows decisions
where real-time planning changes the model
why ownership matters more than preparation

For leaders running sales, success, or revenue strategy — this is a conversation about execution, not tools.

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