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Account Planning

Improving Forecasting Accuracy Using Salesforce

Leaders often have trouble accurately “nailing” their forecasting on a monthly or quarterly basis because there’s no true standardized way to forecast. It’s trusting your sellers and understanding the structure of your most lucrative in-play deals. Past that, there’s not much more you can do to forecast accurately. Or is there? No process is perfect,…

Account Planning

3 Tips for Account Planning in Salesforce

The Myth of Account Planning Most people relate account planning to something like a quarterly business review (QBR), where sellers and leaders will give an in-depth presentation on the state of their top accounts. It’s typically very comprehensive and requires heavy lifting on the end of the account owner (whether that be an Account Executive…

Relationship Mapping

How to Measure the ROI of Relationship Mapping

Documenting and mapping out key stakeholders is a critical part of your sales process. It enables alignment between cross-functional teams, allowing them to better strategize on maximizing the impact of the account on your business. But oftentimes, higher-ups ask us, “What’s the ROI of building out these relationship maps?” That’s a fair question, and we’re…

Account-Based Selling

Boosting CRM Adoption for Manufacturing Sales Teams

Manufacturing sales reps and sales leaders build their business and pipeline through relationships, historically. Documenting the critical information of who you engage with typically lives in business cards, spreadsheets, sticky notes, or whiteboards. But what about your CRM? Humans are adverse to change, and driving CRM Adoption for Manufacturing Sales Teams is no different. However,…

Relationship Mapping

How Relationship Mapping Can Drive GTM and Growth Strategy

Relationship Mapping is often thought of as a sales-driven activity. You put the key decision-makers you’re going to engage into a slide deck or a spreadsheet and consider that the end of your mapping. This “map” rarely comes back to mind. You often leave that effort, data, and knowledge at the bottom of your Google…

Account Planning

How Slack Changes Account Planning

When Samuel B. Morse sent his first message over the new-fangled telegraph on the auspicious day of May 24, 1844, it must’ve seemed like magic. That first message – “What hath God wrought!” – would open the door to a revolution in communication. That same revolution is still going strong. It continues in today’s apps,…

Account Planning

3 Ways to Grow Your Existing Accounts Today

One of the greatest, history-changing advancements in civilization – really, the advancement that made civilization possible – was when hunter-gatherers started settling down and growing crops. Instead of always hunting down or scrounging for that next meal, they could get bountiful harvests from their farms. Thousands of years later, sales reps with a constant eye…

Account Planning

Account Planning Tips to Help You Beat Competition

Ever hear the saying, “Fail to plan, plan to fail?” It’s paraphrased from Benjamin Franklin, who, among other things, helped put together the strategy that led the colonials to victory in the American Revolution.  B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like…