Part of the Expert Success Series

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

4. What is Account Planning?

5. Your Account is a Marketplace

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

9. Growth = New + Success

10. Alignment

11. Customer Relationships

12. Focusing on Key Areas

13. Understanding the Customer’s
Story

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 Research
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…

16. Things Customers Care About …
Goals
Pressures
Obstacles
Initiatives

17. Things Customers Care About …
Goals
Pressures
Obstacles
Initiatives
Solutions

18. Research for Insight

19. It's all about the 3 ‘C’s
Customer
Company
Research for Insight

20. Impact on a Customer
i.e. Business Problems, Business People
Research for Insight

21. 54%61%
Research for Insight
Impact on a Customer
i.e. Business Problems, Business People

22. Integrated for Velocity

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

24. Market
Segmentation
Account
Planning
Account
Management
Opportunity
Management
Territory
Named
Key
Integrated for Velocity

25. Your Account is a Marketplace

26. Cadence & Coaching

27. Tracking and Coaching
​ It’s all about coaching both management and sales teams.
In The Plan
In Dashboards

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

30. Q A
Questions & Answers

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

32. thank y u