Webinar | Zero to Account Plan in 6 Contact Hours
The likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers (source: Marketing Metrics). Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year. Billy Martin, Account Planning Evangelist and Senior Manager, Marketing Cloud at Salesforce, has seen serious return from a rigorous account planning structure. He’s willing to share key learnings including how to make Account Planning a natural part of a sales organization’s rhythm on a consistent path to maximizing revenue in Key Accounts. And how to go from Zero to Account Plan in six contact hours. Joining Billy is The TAS Group’s VP of Strategic Alliances, Mark Handron. Mark has been working hand-in-glove with Salesforce to roll out their Account Planning initiative worldwide. Watch this and gain insight to key takeaways to maximize revenue in your key accounts.
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Webinar | Zero to Account Plan in 6 Contact Hours
- 1. Zero to Account Plan in 6 Contact Hours
- 2. © The TAS Group 2014 Before We Begin 1 You will receive a link to a recording of today’s webinar. Watch for it in email. 2 The recording will also be available on our website thetasgroup.com, in the Resources section. 3 Enter your questions in the Questions box or tweet to @thetasgroup. 4 Join the conversation on Twitter: #AccountPlanning
- 3. © The TAS Group 2014 Billy Martin Sr. Manager, Salesforce Marketing Cloud, Global Sales Enablement Mark Handron VP Strategic Alliances Maureen Blandford EVP Marketing
- 4. Sales Reps who say they can … Increase quota attainment by … © The TAS Group 2014 53% maximize revenue from key accounts + 41% 54% gain access to key players + 30% 61% business problems + 28% Source: Dealmaker Index Global Sales Benchmark Study uncover customer We Know…
- 5. Cost of Acquiring Business – Existing / New Customers $1 6 Times More Costly to Acquire 1x 2x 3x 4x 5x 6x © The TAS Group 2014 $6 Probability of Winning Business – Existing / New Customers 5% - 20% Source: (1) Marketing Metrics, (2) Bain & Company 0% 50% Existing Customer 25% 75% Existing Customer New 60% - 70% New Customer Growth Matters
- 6. © The TAS Group 2014 Source: Account Planning in Salesforce, Daly 2013 The Customer Lifecycle 1. Prospect 2. Customer 3. Loyal Customer 4. ______________
- 7. The Customer Lifecycle © The TAS Group 2014 Source: Account Planning in Salesforce, Daly 2013 1. Prospect 2. Customer 3. Loyal Customer 4. Former Customer
- 8. B illy Martin Salesforce Marketing Cloud Global Sales Enablement Team bmartin@salesforce.com
- 9. Corporate Landscape BLUE Salesforce Org ORANGE Salesforce Org
- 10. <10 ACCOUNTS Single Account Growth Plan <20 ACCOUNTS Single + Multi Account Growth Plan / Portfolio Plan >30 ACCOUNTS Multi Account Portfolio Plan Strategic Enterprise BU Install Base BU Enterprise BU Our Slice of the World Top-Down and Bottom-Up Approach Sol- Con Biz- Con CSM’s BDR’s Extended Team Participants
- 11. Tracking Impact on the Business Generating Pipeline and Driving Collaboration 250+ Portfolio Plans 180+ Growth Plans 4000+ Opportunities $600+M in Pipeline
- 12. The Account Executive’s Journey “Zero to Portfolio Plan” in Six Contact Hours On Demand Videos (1 Hour) Hands- On Build Webinar (2 Hours) 1:1 Virtual Office (1 Hour) Self- Tweak Plan (2 Hours) On-Site Session (Optional) (6 Hours) Coaching and Peer Review (1 Hour) Present Plan to Leaders (30 Minutes) Maintain and QBR LEARN PHASE APPLY PHASE
- 14. Political Maps = Like
- 15. Key Program Goals How will you achieve your revenue goal for this account / territory? “Plan to Make Plan” Clear & Articulate Strategy Pipeline Coverage & Whitespace Relationships Strategic Objectives & Tactical Actions
- 16. Tracking and Coaching It’s all about coaching both management and sales teams. In The Plan In Dashboards
- 17. Present Like (and To) an Executive Playbook for AEs and RVPs
- 18. Prescriptive Guidance and Coaching Set Expectations for Adoption Frequency The Play Payoff Game Plan
- 19. Ultimate Goal One Plan – One Tool – One Story
- 20. Lessons Learned What worked … and what we need to focus more on. • Executive Sponsorship • Management Support • Team Collaboration • On-Site Workshops • Driving Continued Adoption • Providing Quality Coaching • Supporting the High Touch Model • Tracking Lift from Planning Process
- 21. © The TAS Group 2014 Q A
- 22. Zero to Account Plan in 6 Contact Hours