sales webinar | account planning in salesforce - how to unlockrevenue from your big customers

Donal Daly, CEO The TAS Group @dealmaker365 #accountplanning

Account PlanningUnlock revenue from big customers to turn them into BIGGER customers

#accountplanning

Account Planning in Salesforce

Thank You!

Answer 5 questions on account planning in your company after the webinar to get your complimentary copy.

Donal DalyCEO

Create, develop, pursue, and win business that delivers

mutual value for you and your customer

Integrated Account Planning in Action

• Tech Services Company

• 3,000 Employees

• Customers in 45 countries

Imrana Ghani, Sales Operations Manager

Imrana Ghani, Sales Operations Manager

90% of sales managers do deal reviews in Dealmaker.

Integrated Account Planning in Action

• Single view of customer

• Deeper understanding of customer’s business

• 25% greater average deal size

• 58% increase in win rate

Ursula Burns, CEO

… will achieve significant incremental revenue growth by leveraging Xerox’s strong global brand and established client relationships to scale ACS’s business.

Xerox Acquires ACS for $6.4Bn

• Different Customer Engagement

• Reps from both in each Account

• Distinct Cultures

Patricia Elizondo, Senior Vice President

All the team players that collaborate on an account at Xerox ... have a common methodology to talk in the language of our customer.

When Large Companies Combine

• Common methodology

• Account collaboration

• Increase in trust

• 400% increase in pipeline

• $5 billion in potential contracts

Account Planning can

improve sales results

at all companies

And those reps are

41%more likely to

achieve quota

Insight

Impact

Velocity

3 Things to Consider

1. Prospect

1. Prospect

2. Customer

1. Prospect

2. Customer

3. Loyal Customer

1. Prospect

2. Customer

3. Loyal Customer

4. Former Customer

Stop a loyal customer becoming a former customer #accountplanning @dealmaker365

Source: Edelman Trust Barometer

Trust: Nothing else matters (Metallica) #accountplanning @dealmaker365

Your account is a marketplace, and your job is to be …

… market leader in your segment

Maybe Siri can help…

Maybe Siri can help…

MarketSegmentation

AccountPlanning

AccountManagement

Opportunity Management

Territory

Named

Key

Acco

unts

Go To Market System

It's all about the 3 ‘C’s

Customer

Company

Competition

Focus on 3 Cs: Customer, Competition and Company #accountplanning @dealmaker365

Source: Dealmaker Index

Customer

COMPETITION: any alternative force, internal or external, that prevents you from achieving your goals and objectives

What Unique Value will the Competitor position that the customer cares about?

What is their history and relationship?

What Unique Value will your Competitor Position? #accountplanning @dealmaker365

PARTNERS

C #3: Company

STRATEGY

SWOT

HISTORY

UNIQUE BUSINESS VALUE

CULTURAL FIT

RELATION-SHIP

YOU

SOLUTION FIT

It's all about the 3 ‘C’s

Company

Competition

Focus on 3 Cs: Customer, Competition and Company #accountplanning @dealmaker365

Customer

Find Mutual Value: Prioritizing segments that are Important to You and to your

Customer

Social Media

Impact to businessesall sizes, all industries

The impact on a customer of a bad buying decision …

is greater than

the impact on a sales person of a lost sale

Account Planning can

improve sales results

at all companies

And those reps are

41%more likely to

achieve quota

of sales repsare good at

uncoveringcustomersproblems

61%

Account Planning can

improve sales results

at all companies

And those reps are

41%more likely to

achieve quota

of reps can access key players

54%Only

of sales repsare good at

uncoveringcustomersproblems

61%

People Matter

Focus (on the right opportunities) for Impact

Value to Customer

Valu

e t

o U

s

Short term revenueFuture RevenueProfitabilityDegree of RiskStrategic Risk

Revenue GrowthCost SavingsProject RiskCustomer Satisfaction

Mutual V

alue

Objectives, Strategies, Actions

Action ….

Objective

Strategy

Action ….

Action ….

Action ….

Demonstration

Maximize Revenue from Key Accounts

1

Research for Insight

CompanyCompetitionCustomer

Best Practice 1: Research for Insight #accountplanning @dealmaker365

2

Best Practice 2: Integrate for Velocity #accountplanning @dealmaker365

Integrate for Velocity

Customer CompanyCompanySales System/CRM

Focus for Impact

Marketplace

3

Segment to Lead

Best Practice 3: Focus for Impact #accountplanning @dealmaker365

Customer

“The nice thing about not planning is that failure comes as a complete surprise and is not preceded by a period of worry and depression.”

John PrestonBoston College

Q&A Next: Reminder – Get Your Book

Thank You!

When you leave the webinar you will be presented with a screen with 5 questions on account planning in your company. Answer those, and we will send you a book.

Donal DalyCEO

Q A

Questions & Answers

May 14Opportunity Management in SalesforceIncrease Win Rate and Grow Deal Size

May 21Sales Analytics in SalesforcePredict and Manage Sales Success

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