sales webinar | account planning in salesforce - how to unlockrevenue from your big customers
Post on 14-Sep-2014
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DESCRIPTION
Rockstar sales reps know how to unlock revenue in big customers. Account Planning in Salesforce teaches you their secrets, what they know and how they do it. Learn how to supercharge your account plans within Salesforce, maximize revenue from key accounts, shorten sales cycles and increase productivity, using just three core principles. Learn sales best practices to bring insights to your customers and build relationships that enable you to create, develop, pursue and win business that delivers mutual value.TRANSCRIPT
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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Twitter: @thetasgroup