Account Planning in Salesforce

Sponsored by the ISV Partner Success Group, Salesforce Co-hosted by The TAS Group

@partnerforce @thetasgroup

To Maximize Revenue From Your Key Accounts

Speakers

Mark Handron

VP Strategic Alliances, The TAS Group

Doug Chaney

RVP ISV Sales, Salesforce

Wendy Reed

EVP Solutions, The TAS Group

Agenda

 What is Account Planning?

  Focusing on Key Areas

 Cadence & Coaching

 Q & A

What is Account Planning?

Your Account is a Marketplace

Your Account is a Marketplace

Create, develop, pursue, and win business that delivers mutual value for you and your customer

Poll #1

  My organization's current stand on Account Planning: 1.  It’s a great idea, but we've never gotten it right. 2.  We’ve done a decent job, but there’s more value to be mined. 3.  We have an Account Planning directive in place. 4.  We've exceeded our target from existing customers last year. 5.  Account Planning – what’s that?

The way customers buy is changing

“The age of the customer is upon us. Buyers are more demanding, informed, value-sensitive, and have more choices available to them than at any other point in history.” Forrester, The Selling System in the Age of the Customer, March 2014

Growth = New + Success

Alignment

Customer Relationships

Focusing on Key Areas

Understanding the Customer’s Story

Source: Forrester Executive Buyer Insight Study

What’s the Problem?

Executives don’t believe that salespeople are well prepared to engage with them...

…because they know about their own offerings, not the realities and needs of executives.

Salespeople are knowledgeable about:

Source: Forrester Research

Their own products and services Buyers’ roles and responsibilities

Buyers’ specific business Questions buyers ask

40% 36% 43% 71%

Sales / Marketing / Customer Misalignment

Little Business Context

Not Customer Focused

Product Centric

No Insights Inside

Sellers Sell Only What They Know…

Things Customers Care About …

Goals

Pressures

Obstacles

Initiatives

Things Customers Care About …

Goals

Pressures

Obstacles

Initiatives

Solutions

Research for Insight

It's all about the 3 ‘C’s

Customer

Company

Research for Insight

Impact on a Customer

i.e. Business Problems, Business People

Research for Insight

54% 61%

Research for Insight

Impact on a Customer i.e. Business Problems, Business People

Integrated for Velocity

Poll #2

Which of these trends have impacted your sales organization? 1.  The Digital Imperative 2.  Advanced / Enriched White Space 3.  Efficiency and Efficacy through Full Integration 4.  Alignment of Sales and Marketing to Deliver Customer Insight 5.  The Need for Quality Coaching

Market Segmentation

Account Planning

Account Management

Opportunity Management

Territory

Named

Key

Integrated for Velocity

Your Account is a Marketplace

Cadence & Coaching

Tracking and Coaching  It’s all about coaching both management and sales teams.

In The Plan

In Dashboards

Role of Sales Leadership in Peer Review

Before Set expectations with presenting & reviewing teams:

Rules of engagement

Expected outcome of the peer review

During Engage the team to prevent multi

tasking

Evaluate the critical thinking and

preparation of the presenting team

and the reviewers

After Follow up with the

team on vulnerabilities,

ideas, and actions

12 Elements of Great Account Planning

Action Oriented Regular Cadence Social and Collaborative

Measurable

Customer Focused Integrated Research Based Targeted

Aligned to Business Strategy

Map People and Influence

Trust White Space

Q A Questions & Answers

Resources Reminders Each participant will be enrolled in our 7-Email Course on Account Planning Each participant will receive a copy of Account Planning in Salesforce Engage Us … Email Us @ info@thetasgroup.com Call Us @ +1 866 570 3836 Resources to Learn More About Account Planning Blog http://blog.thetasgroup.com/donals-blog On-Demand Webinars http://www.thetasgroup.com/sales-webinars White Papers http://www.thetasgroup.com/resources

thank y u