Revenue Builders Why Strategic Account Selling Still Comes Down to Value and Alignment with Jane Thompson
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May 3, 2026 Jane Thompson, a sales leader at BigPanda with deep enterprise account experience. She discusses researching executives beyond standard docs to build champions. She explains turning technical capabilities into board-level value. She covers mapping value across roles, aggregating multi-division needs into one ROI, and the power of multi-threaded engagement and intellectual curiosity.
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Build Personal Champions With Executive Intel
- Do hunt for personal tidbits and executive interviews, not just 10-Ks, to build champions at each level of an account.
- Jane Thompson searches media interviews and personal details to decide fit and to create personal champions across an organization.
Translate Technical Capabilities Into Board Level Value
- Translate technical capabilities into board-level business value rather than selling features or tactical ROI alone.
- John Kaplan emphasizes mapping technical strengths to outcomes the CIO, CEO, and board care about in multi-billion dollar companies.
Map Value Per Persona And Line Of Business
- Do map value per persona: technical director, VP, CIO, CEO, and by line of business so each stakeholder sees relevant outcomes.
- John Kaplan required his team to show value for each role in an account during QBRs.