The Latest ( Account Planning )

Account Planning

How to Hit Quota with Opportunity Management

Opportunity management – a term thrown around by sales and operations professionals with vastly different meanings depending on the company. Sales teams have a lot to juggle when it comes to managing their pipeline. How do you ensure your reps are building support within the account and getting wide enough to ensure a higher level…

Account Planning

Keys to Retain and Expand Your Top Accounts in 2023

Even though it’s probably the last thing any seller or sales leader wants to think about right now, the end of 2022 is rapidly approaching. The next few months will determine if quotas are hit and if enough pipeline is generated to ensure a strong beginning of the year. With a recession looming over the…

Account Planning

How to Better Align Sellers and Leadership

Alignment Plays Into Success   As a seller, your ultimate goal every month or quarter is to hit your quota. When that happens, not only does your team benefit but typically so do you and your family through commission and accelerators. The same can be said about sales leaders, where you don’t typically have quotas…

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…

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…