1. 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
2. Speakers
Mark Handron
VP Strategic Alliances, The TAS
Group
Doug Chaney
RVP ISV Sales, Salesforce
Wendy Reed
EVP Solutions, The TAS Group
3. Agenda
What is Account Planning?
Focusing on Key Areas
Cadence & Coaching
Q & A
6. Your Account is a Marketplace
Create, develop, pursue, and win business that
delivers mutual value for you and your customer
7. 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?
8. 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
14. 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
Their own products and services Buyers’ roles
and responsibilities
Buyers’ specific business Questions buyers
ask
40%36% 43%71%
15. Sales / Marketing / Customer Misalignment
Little Business Context
Not Customer Focused
Product Centric
No Insights Inside
Sellers Sell Only What They Know…
23. 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
28. 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
29. 12 Elements of Great Account Planning
Action OrientedRegular CadenceSocial and
Collaborative
Measurable
Customer Focused IntegratedResearch Based Targeted
Aligned to
Business Strategy
Map People
and Influence
Trust White Space
31. 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