the tas group | sfdc expert success series
TRANSCRIPT
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 @ [email protected] 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