![\"Maximizing](\"https://mercurylabsmarketing.com/wp-content/uploads/2023/01/Maximizing-Sales.webp\")
Without a plan, even the most promising sales opportunities can slip through your fingers.
\n\n\n\nAs a lover of all things systemized and organized, the importance of account-based planning can\u2019t be overstated. But it’s not always practical for small-to-medium enterprises (SMEs) because of time constraints.
\n\n\n\nThank goodness for sales management tools and their CRM dashboards! If you\u2019re like me and my team of B2B lead generation heroes, you\u2019d leverage the heck out of intelligent automation.
\n\n\n\nAnd if you’re in a pinch for a quick plan for small deals to bring into meetings, check out the Sales Opportunity Canvas from part 1.
\n\n\n\nBut, let’s talk about the big dogs. Closing multi-million dollar deals is no easy feat! It\u2019s a delicate dance of strategy and persistence. One misstep with a big company account could spell disaster for their bottom line.
\n\n\n\nRelated: How to Close Multi-Million Enterprise Software Deals
\n\n\n\nUnfortunately, deals can fall through the cracks. They happen when there\u2019s an undersupply of actionable customer insights and supporting data. That’s why it’s crucial to focus on understanding your customers and using data from key resources to craft a plan that delivers measurable and sustainable results.
\n\n\n\nIf you apply the Pareto principle here, 80% of your sales opportunity plan should be customer-centric and the remaining 20% should be data-driven.
\n\n\n\nSo, time to slip on those dancing shoes and plan for success.
\n\n\n\nIt’s not only about crunching numbers and looking at financial data, sales figures, and customer information. It’s also about keeping tabs on our performance across a variety of areas, including action plans, customer outreach strategies, technical solutions, and past performance.
\n\n\n\nAnd that’s why internal analysis data is so crucial. You can collate the data that you need from other departments.
\n\n\n\nIf your sales opportunity plan becomes a point of reference to present to your potential clients, you should include data that should be able to define who you are as an organization and how you plan to deliver. That means your plan should have:
\n\n\n\nSince 2020, the digital economy has exploded. Like the universe after the Big Bang, the online market continues to expand at an exponential rate. When you look into any category now, there are HUNDREDS of options for buyers to choose from\u2013 especially SaaS. This means buyers could afford to compare everything.
\n\n\n\nThat should be a daunting thought, but it isn\u2019t!
\n\n\n\nOne of the best things to come out of industry 5.0 is that buyers want to receive value and not just buy the product features. Meaning, anyone can sell anything as long as they know how to communicate and deliver that value.
\n\n\n\nYou can do that in two ways.
\n\n\n\nWhen it comes to closing deals, a company’s mission and positioning are the ultimate wingmen. They can communicate the unique value proposition and benefits of your offerings, giving you the edge you need to effectively differentiate yourself in any competitive landscape.
\n\n\n\nFor potential customers with limited time and resources, your company\u2019s mission and positioning are essential in allowing them to quickly understand the key benefits of your products or services and how you can help to solve their specific problems.
\n\n\n\nFirst, let\u2019s take a look at the 3 principles that make mission statements so powerful:
\n\n\n\n![\"Mission](\"https://mercurylabsmarketing.com/wp-content/uploads/2023/01/Be-Impactful.webp\")
If your potential buyers aren\u2019t resonating with your mission statement, they should be persuaded by how you\u2019re positioning your product or service.
\n\n\n\nPositioning is a way to provide context and structure to your solution which helps them grasp its value and understand how it addresses their needs. Although your offer can\u2019t be everything for everyone, positioning can make your target buyers feel like your solution is exactly what they need!
\n\n\n\nKeep in mind that even if you have amazing positioning, your organization might have to reposition when facing new competition or when a majority of your customer base changes their preferences. The other reasons may be:
\n\n\n\n![\"Positioning\"](\"https://mercurylabsmarketing.com/wp-content/uploads/2023/01/Positioning-Is-The-Invisible-Influencer.webp\")
Unlike Mission statements, Positioning doesn\u2019t have to be under 20 words to be memorable. It\u2019s more important to articulate what sets you apart from everyone else.
\n\n\n\nPositioning statements should be able to address:
\n\n\n\nIf you put it all together, your statement should look like this:
\n\n\n\nFor [Target Market], our company provides [UVP] that sets itself apart from [Competitive Frame] with [Points of Difference].
\n\n\n\nLet\u2019s compare it to Zoom\u2019s positioning statement!
\n\n\n\n\u201cFor people and businesses who need to meet with others virtually, Zoom offers a seamless video communications platform. As the only platform that started with video as its foundation, Zoom\u2019s platform set the standard for innovation in intuitive, scalable, and secure digital connections.\u201d
\n\n\n\nAnd break it down!
\n\n\n\n| Target Market | For people and businesses who need to meet with others virtually |
| Unique Value Proposition | Zoom offers a seamless video communications platform |
| Competitive Frame | As the only platform that started with video as its foundation |
| Points of Difference | Zoom\u2019s platform set the standard for innovation in intuitive, scalable, and secure digital connections |
You\u2019ll find that top companies have been able to stand out from overcrowded markets by using the same formula in their positioning statements!
\n\n\n\nPeople are not just resources, they\u2019re invaluable assets that are critical to the success of your team. Selecting the right individuals ensures that your project will be completed efficiently and effectively.
\n\n\n\nThis section of the plan is your opportunity to justify the budgeting for the recruitment, retention, and even outsourcing of top talent.
\n\n\n\n| Preparation | Prioritization | Planning | Execution | Measurement | |
| Participants | – Direct sales – Sales operations – Channel sales – Channel marketing – Marketing | – Direct sales – Sales operations – Partner management – Marketing | – Direct/indirect sales – Sales operations – Channel marketing – Marketing | – Direct sales – Partner sales – Channel marketing – Partner marketing | – Sales operations – Sales management – Channel sales – Channel marketing |
| Purpose | – Data collection – Supplier-led vs. partner-led – Organizational alignment | – Account selection – Partner criteria and scoring – Reconcile accounts | – Joint account planning – Target opportunities – Solution messaging – Marketing planning | – Buyer engagement – Offerings mix – Pipeline build | – Data management – Analysis – Performance management |
| Outcomes | – Account profile – Partner profile | – Resource commitment – Planning process – Target accounts | – Rules of engagement – Persona targeting/ account insights – Account plans | – Buyer alignment – Opportunity qualification – Revenue | – Reporting (dashboards) – Productivity initiatives |
Attaining clear and resounding success means setting clear and achievable revenue goals. But, it’s not just about setting goals and hoping for the best! You\u2019ll need access to performance insights and strategies. Account managers and Chief Revenue Officers (CROs) should be able to provide you with the information you need.
\n\n\n\nInsights on past performances will allow you to reverse-engineer quotas, sales activities, and staffing needs which also increases the accuracy of sales forecasts.
\n\n\n\nRevenue goals can also be broken down into sales and activity targets.
\n\n\n\n![\"Define](\"https://mercurylabsmarketing.com/wp-content/uploads/2023/01/Define-Revenue-Goals.webp\")
Sales and activity targets such as timeframe and metrics can significantly impact what kind of service-level agreements (SLA) will benefit both you and your potential clients.
\n\n\n\nOptimizing each step by setting goals for both activities and results can help you achieve your revenue goals quickly!
\n\n\n\nOutsourcing will help you reach your revenue. Here’s an article about Sales Outsourcing as a Revenue Channel for Financial Firms.
\n\n\n\nA well-crafted sales opportunity plan lays out a clear roadmap for achieving key milestones. That means making sure you can outline your timelines (including recruitment or outsourcing), and report on when projects, sales & marketing activities will have reached their end goals.
\n\n\n\nBrilliant sales teams often prioritize activities that will have the biggest impact on the bottom line.
\n\n\n\nFor example, you might find that certain products or services have a high customer retention rate. You can focus on upselling and cross-selling these successful offerings to your existing customers to increase revenue and strengthen relationships with your key clients.
\n\n\n\nAlso, why settle for short-term gains when you can have your cake and eat it too? Prioritize activities and goals that will not only bring in immediate rewards but also lay the foundation for long-term success.
\n\n\n\nIf hitting your revenue goals is a process of \u201cdivide and conquer\u201d by setting sales targets\u2014 then segmenting your sales execution plan by priority on a monthly and quarterly basis is the next step!
\n\n\n\nTo map out your Sales Execution, get your buying centers involved in setting the timeline! Use data visualization for your itineraries and key milestones.
\n\n\n\n![\"Mapping](\"https://mercurylabsmarketing.com/wp-content/uploads/2023/01/Mapping-Out-Your-Sales-Execution-549x1030.webp\")
Establish key milestones for projects, activities, and recruitment to align with priorities and revenue goals. Map out a schedule on a weekly, monthly, or quarterly basis. Strategize short & long-term goals by creating a high-level schedule to ensure balance and successful outcomes.
\n\n\n\nTo optimize your sales pipeline and achieve maximum results, it is essential to track your sales effectiveness using performance metrics.
\n\n\n\nClosely monitoring key metrics such as the revenue generated from new business and specific areas of your account-based sales process can help you gain valuable insights on how to improve and streamline your approach.
\n\n\n\nOne effective way to do this is by breaking down metrics by each stage of the sales opportunity. For example, at the needs analysis stage, you can measure the number of sales appointments scheduled.
\n\n\n\nBy focusing on metrics that closely align with your goals and sales activities, you can make data-driven decisions that will drive your sales efforts forward and help you achieve your desired results.
\n\n\n\nWhen putting this all together in account planning sales you\u2019ll need the following measurements:
\n\n\n\nAction plans, ahoy! Including them in your sales opportunity plan is a must, as it lays out the nitty-gritty details of how to hit those sales targets. Skipping this step can lead to a lack of direction and make measuring success a tall task.
\n\n\n\nHere are some actionable tips on creating an accurate and informative action plan:
\n\n\n\nQualifying leads may be a breeze, but opportunity management is just as complex as target account selling and opportunity-based selling. It\u2019s all about putting in the work to strengthen opportunities by making meaningful connections with key players at target accounts as well as utilizing all possible sales strategies.
\n\n\n\nOf course, even with all that effort, sometimes things don’t work out\u2013 whether it’s due to budget constraints, misaligned priorities, sneaky competitors, or not fully understanding the prospect\u2019s buying pattern.
\n\n\n\nSo, how exactly can you improve the odds in your favor? By accurately evaluating risk factors!
\n\n\n\nData-driven sales strategies are made more effective by utilizing opportunity management techniques and sales opportunity planning to analyze risks and past losses.
\n\n\n\nHave you ever found yourself at risk because of (the):
\n\n\n\nAs you can see, every deal has its fair share of potential pitfalls. And as sales professionals, it’s all too easy to get caught up in the excitement of a new opportunity and overlook the risks.
\n\n\n\nWith risks, there is impact. One tiny risk can set off a chain reaction of negative consequences that can seriously hurt your sales and your customer\u2019s business. But by understanding the impact of these risks, you can strategically allocate resources to mitigate them.
\n\n\n\nThis not only helps protect the bottom line but also upholds customer trust and maintains a solid reputation. Plus, being aware of potential risks allows for swift damage control!
\n\n\n\nOpportunity risk assessments should be a fundamental component of our Value Selling System. They can help you identify potential roadblocks and force you to consider factors that can make or break a deal.
\n\n\n\nThere are seven core principles for managing or mitigating risks.
\n\n\n\n![\"How](\"https://mercurylabsmarketing.com/wp-content/uploads/2023/01/How-To-Mitigate-Account-Based-Opportunity-Risks.webp\")
It all comes back to asking the 4 fundamental opportunity questions. Is there an opportunity? Can we compete? Can we win? And is it worth it? It\u2019s a definite assumption that your competition has also considered the same questions. Assessing the opportunities of your competitors can help you pinpoint their strengths and weaknesses, and understand what they know or don\u2019t know about your customer base.
\n\n\n\nBut hindsight is 20/20. So, why don\u2019t you take a look at the samples below and tell me if that doesn\u2019t give you a good idea of where you stand in the competitive landscape?
\n\n\n\n| Is there an opportunity? | Your Company | Rival Solutions | ABC Company | XYZ Firm |
| Customer\u2019s Business Initiatives | DEFINED | UNDEFINED | DEFINED | UNKNOWN |
| Customer\u2019s Business Profile | STRONG | WEAK | STRONG | UNDEFINED |
| Customer\u2019s Financial Condition | STRONG | UNKNOWN | STRONG | UNKNOWN |
| Access To Funds | YES | UNKNOWN | YES | UNKNOWN |
| Compelling Event | DEFINED | UNDEFINED | DEFINED | UNDEFINED |
| Can we compete? | Your Company | Rival Solutions | ABC Company | XYZ Firm |
| Formal Decision-Making Process | DEFINED | UNKNOWN | DEFINED | UNKNOWN |
| Solution Fit For Business Initiatives | GOOD | UNKNOWN | GOOD | UNKNOWN |
| Resource/Capability Requirements | HIGH | UNKNOWN | LOW | HIGH |
| Unique Business Value | STRONG | UNKNOWN | STRONG | UNKNOWN |
| Current Customer Relationship | STRONG | UNKNOWN | STRONG | WEAK |
| Can we win? | Your Company | Rival Solutions | ABC Company | XYZ Firm |
| Access To Authority | YES | UNKNOWN | YES | NO |
| Buying Vision | DEFINED | DEFINED | DEFINED | DEFINED |
| Informal Decision-Making Process | DEFINED | UNKNOWN | DEFINED | UNDEFINED |
| Political Alignment | STRONG | WEAK | STRONG | UNKNOWN |
| Cultural Compatibility | STRONG | UNKNOWN | STRONG | WEAK |
| Evaluation Plan | YES | UNKNOWN | UNKNOWN | YES |
| Is it worth winning? | Your Company | Rival Solutions | ABC Company | XYZ Firm |
| Access To Authority | YES | UNKNOWN | YES | NO |
| Buying Vision | DEFINED | DEFINED | DEFINED | DEFINED |
| Informal Decision-Making Process | DEFINED | UNKNOWN | DEFINED | UNDEFINED |
| Political Alignment | STRONG | WEAK | STRONG | UNKNOWN |
| Cultural Compatibility | STRONG | UNKNOWN | STRONG | WEAK |
| Evaluation Plan | YES | UNKNOWN | UNKNOWN | YES |
Another way to leverage competitive analysis is being able to use a cutthroat method known as Ghosting. It\u2019s a tactic that\u2019s pretty common in designing and presenting proposals. But what is a sales opportunity plan if not a much more complete and detailed proposal to your potential clients?
\n\n\n\nHowever, be aware that naming competitors in a sales opportunity plan may provoke negative reactions and potential legal action from those very same competitors when the plan is presented publicly to stakeholders.
\n\n\n\nIf Differentiation is polite, Ghosting isn\u2019t. The goal of ghosting the competition is to create doubts about them in the minds of potential customers. By highlighting competitors’ weaknesses and downplaying their strengths, you can establish yourself as the superior choice and reinforce the strength of your value proposition.
\n\n\n\nThere are several ways to do this:
\n\n\n\nIt’s important to keep in mind that while the strategy of ‘ghosting’ can be effective, it should be used sparingly. Overuse of this method can come across as preachy or even offensive to decision-makers and proposal evaluators. Remember, less is more.
\n\n\n\nA well-crafted sales plan, paired with precise sales forecasting, can empower you to focus on growing your business instead of constantly reacting to sales and marketing fluctuations. By forecasting your sales, you can gain a clear understanding of your customer base and anticipate future sales trends.
\n\n\n\nBegin by analyzing last year’s sales data and identifying key factors such as new customer acquisition and loss, average sales per customer, and seasonal fluctuations.
\n\n\n\nReach out to major customers to gauge their future purchase plans and make informed assumptions about new customers based on market research.
\n\n\n\nUtilize your forecast to plan for necessary resources and stay one step ahead in the game.
\n\n\n\nChanges can greatly affect your sales and they happen more often than you\u2019d think. Sales assumptions can form the foundation of your forecast and help you understand the potential impact on your business.
\n\n\n\nIncluding numerical data and the reasoning behind your sales assumptions will enable other sales leaders or team members to evaluate whether they\u2019re realistic or not.
\n\n\n\nHere are some examples of assumptions that may be considered:
\n\n\n\nNew businesses should base their assumptions on market research and wise decision-making. It’s crucial to frequently re-evaluate and adjust these assumptions as needed to guarantee the precision of your sales forecast.
\n\n\n\nRelated: Choosing Mercury Labs for Sage Lead Generation Proven to be Wise Decision
\n\n\n\nForecasting is a crucial aspect of any business, but it’s not always easy to get it right. Here are five common pitfalls to watch out for:
\n\n\n\nAfter creating your sales forecast, it is important to have it reviewed by someone with more experience or an expert in their field, such as an accountant or a senior sales leader, to ensure its accuracy and identify any potential issues.
\n\n\n\nBusiness leaders would often attribute losing important sales to sales professionals being possessive towards clients, reluctance to work with others, or thinking that they have to reinvent the wheel every time they sell.
\n\n\n\nThat\u2019s simply not true. In reality, it\u2019s because sellers often forget to capitalize on opportunities to bring in top talent and resources to aid in crucial sales.
\n\n\n\nThere are lead management solutions maestros who can help because of:
\n\n\n\nWho can leverage the right resources:
\n\n\n\nImagine the potential benefits if these resources were available and utilized by sellers. It would eliminate unnecessary tasks, improve decision-making, and allow for greater creativity in closing deals.
\n\n\n\nChange is the only constant in business. To be successful in anything, one must be able to anticipate and adapt to these changes with agility. Sure, plans may not always pan out as expected, but that’s why they call it “planning” and not “perfect execution.”
\n\n\n\nBe honest though, did you ever get to where you are exactly how you thought you would?
\n\n\n\nIt\u2019s not what you plan to do, but how you plan to do it.
\n\n\n\nOnce a plan is written, it increases the likelihood that you will execute it, and even allow other sales leaders to challenge, vet, and improve it. Plans may end up being 80% worthless in the long run, but it\u2019s the vetting and improving where the real value comes from.
\n","protected":false},"excerpt":{"rendered":"Get ahead of the game by creating an effective Opportunity Plan for Target Accounts. Part 2 of our blog series offers insights and advice.
\n","protected":false},"author":9,"featured_media":85523,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_callbox_draft_pusher_loaded":"yes","footnotes":""},"categories":[178],"tags":[],"class_list":["post-85488","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-growth-hacking"],"acf":{"cb_acf_post_contact_cta":"","cb_acf_post_contact_desc":"","contact_utm":"","contact_utm_button":"","cb_acf_post_offer_type":"ebook","cb_acf_post_offer":[24917],"cb_acf_guest_post":{"author_avatar":"","author_bio":""},"featured_case_study":null,"blog_faq":{"title":"","faq_list":null},"cb_acf_hero":{"h1_title":"","headline":"","description":"","image":"","video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"has_contact_form":false,"dark_themed_form":false,"has_review_section":false,"top_level_page":false,"featured_services":{"section_title":"","section_description":"","featured_service_cards":{"card_1":{"title":"","description":"","button":null},"card_2":{"title":"","description":"","button":null},"card_3":{"title":"","description":"","button":null},"card_4":{"title":"","description":"","button":null}}},"leadgen_apac":false,"leadgen_au":false,"cb_asset":"","cb_web_property":"MAIN","cb_acf_relational":{"case_study":"","cs_industry_image":""},"cb_acf_testimonial":"","cb_regional_pages":null,"cb_acf_ctas":{"contact_form":"","banner_image":"","goto_form_button":"BOOK A MEETING"},"cb_acf_post_alt":{"alt_post_title":"","alt_post_image":"","alt_post_excerpt":"","alt_post_image_url":""},"form_redirect_url":"","cb_banner_announcement":null,"hubspot_form_guid":"6c1dda45-65a3-49f4-9de6-7bc157f6abbb"},"yoast_head":"","yoast_head_json":{"title":"Designing a Winning Opportunity Plan for Target Accounts | Mercury Labs","description":"Get ahead of the game by creating an effective Opportunity Plan for Target Accounts. Part 2 of our blog series offers insights and advice.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https://mercurylabsmarketing.com/growth-hacking/winning-opportunity-plan-target-accounts/","og_locale":"en_US","og_type":"article","og_title":"Designing a Winning Opportunity Plan for Target Accounts Mercury Labs","og_description":"Get ahead of the game by creating an effective Opportunity Plan for Target Accounts. Part 2 of our blog series offers insights and advice.","og_url":"https://mercurylabsmarketing.com/growth-hacking/winning-opportunity-plan-target-accounts/","og_site_name":"Mercury Labs Inc. - B2B Lead Generation Company","article_publisher":"https://www.facebook.com/Callbox/","article_author":"https://www.facebook.com/rbecca.matias","article_published_time":"2023-01-31T08:59:35+00:00","article_modified_time":"2025-08-05T19:42:04+00:00","og_image":[{"width":800,"height":450,"url":"https://mercurylabsmarketing.com/wp-content/uploads/2023/01/Designing-a-Winning-Opportunity-Plan-for-Target-Accounts-Featured.webp","type":"image/webp"}],"author":"Rebecca Matias","twitter_card":"summary_large_image","twitter_title":"Designing a Winning Opportunity Plan for Target Accounts","twitter_creator":"@https://www.twitter.com/becca_matias","twitter_site":"@callboxinc","twitter_misc":{"Written by":"Rebecca Matias","Est. reading time":"20 minutes"},"schema":{"@context":"https://schema.org","@graph":[{"@type":"Article","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/#article","isPartOf":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/"},"author":{"name":"Rebecca Matias","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#/schema/person/016785973ca6dd662e4fb69361911775"},"headline":"Designing a Winning Opportunity Plan for Target Accounts","datePublished":"2023-01-31T08:59:35+00:00","dateModified":"2025-08-05T19:42:04+00:00","mainEntityOfPage":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/"},"wordCount":4304,"commentCount":0,"publisher":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#organization"},"image":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/#primaryimage"},"thumbnailUrl":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2023/01/Designing-a-Winning-Opportunity-Plan-for-Target-Accounts-Featured.webp","articleSection":["Growth Hacking"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/#respond"]}]},{"@type":"WebPage","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/","url":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/","name":"Designing a Winning Opportunity Plan for Target Accounts | Mercury Labs","isPartOf":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#website"},"primaryImageOfPage":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/#primaryimage"},"image":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/#primaryimage"},"thumbnailUrl":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2023/01/Designing-a-Winning-Opportunity-Plan-for-Target-Accounts-Featured.webp","datePublished":"2023-01-31T08:59:35+00:00","dateModified":"2025-08-05T19:42:04+00:00","description":"Get ahead of the game by creating an effective Opportunity Plan for Target Accounts. Part 2 of our blog series offers insights and advice.","breadcrumb":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/#primaryimage","url":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2023/01/Designing-a-Winning-Opportunity-Plan-for-Target-Accounts-Featured.webp","contentUrl":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2023/01/Designing-a-Winning-Opportunity-Plan-for-Target-Accounts-Featured.webp","width":800,"height":450,"caption":"Featured"},{"@type":"BreadcrumbList","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/growth-hacking/winning-opportunity-plan-target-accounts/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https://mercurylabsmarketing.com/__callbox_upstream/cms/"},{"@type":"ListItem","position":2,"name":"Designing a Winning Opportunity Plan for Target Accounts"}]},{"@type":"WebSite","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#website","url":"https://mercurylabsmarketing.com/__callbox_upstream/cms/","name":"Mercury Labs Inc. - B2B Lead Generation Company","description":"<strong><em>B2B PR / Content</em></strong>","publisher":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https://mercurylabsmarketing.com/__callbox_upstream/cms/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#organization","name":"Mercury Labs Inc.","url":"https://mercurylabsmarketing.com/__callbox_upstream/cms/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#/schema/logo/image/","url":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2019/11/logo.png","contentUrl":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2019/11/logo.png","width":107,"height":56,"caption":"Mercury Labs Inc."},"image":{"@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#/schema/logo/image/"},"sameAs":["https://www.facebook.com/Callbox/","https://x.com/callboxinc","https://linkedin.com/company/callbox-encino-california","https://www.pinterest.com/callboxinc/",""]},{"@type":"Person","@id":"https://mercurylabsmarketing.com/__callbox_upstream/cms/#/schema/person/016785973ca6dd662e4fb69361911775","name":"Rebecca Matias","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https://secure.gravatar.com/avatar/7a0f51f86f8b8079ad9a5bda0883cefa3069e954d30ba41117bb8968a3b861f5?s=96&r=g","url":"https://secure.gravatar.com/avatar/7a0f51f86f8b8079ad9a5bda0883cefa3069e954d30ba41117bb8968a3b861f5?s=96&r=g","contentUrl":"https://secure.gravatar.com/avatar/7a0f51f86f8b8079ad9a5bda0883cefa3069e954d30ba41117bb8968a3b861f5?s=96&r=g","caption":"Rebecca Matias"},"description":"Rebecca Matias is Mercury Labs's COO with 18 years of experience scaling B2B pipeline through data-driven outbound marketing, lead generation, and sales development.","sameAs":["https://mercurylabsmarketing.com","https://www.facebook.com/rbecca.matias","https://www.linkedin.com/in/rebecca-matias-callbox-usa","https://x.com/https://www.twitter.com/becca_matias"],"url":"https://mercurylabsmarketing.com/__callbox_upstream/cms/author/rebecca/"}]}},"_links":{"self":[{"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/posts/85488","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/posts"}],"about":[{"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/types/post"}],"author":[{"embeddable":true,"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/users/9"}],"replies":[{"embeddable":true,"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/comments?post=85488"}],"version-history":[{"count":32,"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/posts/85488/revisions"}],"predecessor-version":[{"id":114735,"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/posts/85488/revisions/114735"}],"acf:post":[{"embeddable":true,"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/pages/24917"}],"wp:featuredmedia":[{"embeddable":true,"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/media/85523"}],"wp:attachment":[{"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/media?parent=85488"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/categories?post=85488"},{"taxonomy":"post_tag","embeddable":true,"href":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-json/wp/v2/tags?post=85488"}],"curies":[{"name":"wp","href":"https://api.w.org/{rel}","templated":true}]}}