---
title: Failing to Plan = Planning to Fail
description: Effective B2B sales and marketing plans are evidence-based, simple to understand and implement, and flexible enough to adapt to change
---

[![Mastering MEDDPICC and Beyond CTA-1](https://www.inflexion-point.com/hs-fs/hubfs/Mastering%20MEDDPICC%20and%20Beyond%20CTA-1.png?width=1500&height=150&name=Mastering%20MEDDPICC%20and%20Beyond%20CTA-1.png) ](https://www.inflexion-point.com/mastering-meddpicc?hsLang=en-gb)

[![Mastering OCS CTA](https://www.inflexion-point.com/hs-fs/hubfs/Mastering%20OCS%20CTA.png?width=1500&height=158&name=Mastering%20OCS%20CTA.png) ](https://www.inflexion-point.com/mastering-ocs?hsLang=en-gb)

[![Outcome-Centric Selling Toolkit](https://www.inflexion-point.com/hs-fs/hubfs/OCST%20Slider.png?width=1599&height=150&name=OCST%20Slider.png) ](https://www.inflexion-point.com/ocs-toolkit?hsLang=en-gb)

[![OCSA Slider](https://www.inflexion-point.com/hs-fs/hubfs/OCSA%20Slider.png?width=1596&height=150&name=OCSA%20Slider.png) ](https://inflexion-point.thinkific.com)

# Plan

### Failing to Plan = Planning to Fail

![PDCA Cycle 500x500](https://www.inflexion-point.com/hs-fs/hubfs/PDCA%20Cycle%20500x500.png?width=200&height=200&name=PDCA%20Cycle%20500x500.png)

We completely agree with **Neil Rackham**, the widely-respected researcher and author of **SPIN® Selling** (and many other outstanding B2B sales books) when he concludes that "**g****ood selling depends on good planning more than any other single factor**" - and we believe that **failing to plan = planning to fail**.

That's why our approach offers **field-proven**, practical processes and tools that **align** all members of your **sales** and **marketing organisations** around **a crystal-clear go-to-market plan** as well as enabling the thoughtfully effective **tactical execution** of all the **key elements** of a consistently **successful and effective B2B sales process**.

## The Keys to Effective Planning: Strategic Clarity + Tactical Effectiveness

### Strategic Clarity: FunnelPlan™ from align.me

![FunnelPlan Screenshots v2](https://www.inflexion-point.com/hs-fs/hubfs/FunnelPlan%20Screenshots%20v2.png?width=500&height=403&name=FunnelPlan%20Screenshots%20v2.png)

**FunnelPlan™** from **[align.me](https://align.me/b2b-planning/)** has been chosen by many of today's most respected B2B sales organisations as their preferred go-to-market planning tool. In a series of fully interactive **FunnelCamp™** workshops, we'll bring your leadership team and subject matter experts together to agree a crystal-clear, fully-documented and highly effective go-to-market plan.

As fully accredited **FunnelCoaches****™**, we won't just align your sales and marketing teams around a common plan: we'll give you the frameworks and tools that will enable you to put your plans into practice and ensure that you make steady progress towards your goals.

[Find Out More About FunnelPlan™](https://www.inflexion-point.com/funnel-plan?hsLang=en-gb)

### Tactical Effectiveness: Outcome-Centric Selling® Toolkit

We have created, field-tested and refined a full set of **one-page sales tools** that are designed to help and equip salespeople to **think through**, **plan** and **execute** the essential elements of **territory**, **account** and **opportunity** **management**.

Each framework can be **tailored** and **adapted** to reflect the key dynamics of your current sales environment. They help to ensure that your sales processes and best practices are **clearly defined**, **well-understood**, and **consistently implemented**, and these frameworks can be **integrated** into your **CRM** and **sales enablement** platforms.

[Find Out About the Outcome-Centric Selling Toolkit](https://www.inflexion-point.com/ocs-toolkit?hsLang=en-gb)

![One-page plans 500w](https://www.inflexion-point.com/hs-fs/hubfs/One-page%20plans%20500w.png?width=500&height=319&name=One-page%20plans%20500w.png)

## NEW: Our Online, OnDemand Outcome-Centric Selling® Academy

Our newly-launched **Online Outcome-Centric Selling® Academy** offers best-practice-based **self-paced training** to both individual salespeople and entire sales organisations - including access to our customisable **Outcome-Centric Selling® Toolkit** ...

[VISIT THE ACADEMY](https://inflexion-point.thinkific.com)

### Find Out More - Book a Call

##### **HERE'S HOW TO BOOK A CALL**

1. **Select a date **in the **panel on the right**
2. **Choose** **how** **long you want to meet for **(the default is **30 minutes**)
3. **Select** **your local timezone **under** "what time works best"**
4. **Choose a time **for our call
5. Finally, please provide **your contact details, **including your **primary interest** in having the call (this will help to ensure I'm prepared)

You'll receive an email confirmation by return. BTW, the system uses a **24-HOUR CLOCK **- i.e., 03:00 equals 3am in your local timezone (and not 3pm).

![Circular 600x600](https://www.inflexion-point.com/hs-fs/hubfs/-%202026%20Images/Circular%20600x600.jpg?width=150&height=150&name=Circular%20600x600.jpg)

...I'm looking forward to our conversation!