How Salesforce Drives Growth with Account Planning


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Whether you're a rep or in sales ops, don't miss this informative webinar. You'll learn how the sales teams at use account planning to make more sales, and how you can too.

Please join us to learn:

How teaches its reps to hit bigger numbers through account planning

How to leverage Salesforce to manage the account planning process

How inside of Salesforce will increase rep productivity

Doug Erpenbeck
Sales Productivity

Jim Sinai
Sr. Product Marketing Manager

Jamie Domenici
Marketing Campaigns

Published in: Business, Technology

How Salesforce Drives Growth with Account Planning

  1. 1. How Salesforce Drives Growthwith Account Planning /datadotcom @datadotcom
  2. 2. Two Ways to Ask Questions Questions Box on Webinar OR Tweet @datadotcom #futureofbusinessdata
  3. 3. Our Agenda Today 1 How Salesforce Does Account Planning to Drive a Multi-Billion Dollar Business Build Your Plan with and 2 Together Demo: How You Can Find the Data to Build 3 Your Account Plan 4 Questions and Answers
  4. 4. Doug ErpenbeckDirectorSales Productivity
  5. 5. Sales Planning Territory Plan Opportunity PlanHow Many? One ManyHow Often? Once a Year Weekly
  6. 6. Having a Strategic Plan for Every Level is Key Territory Plan Account Plan Opportunity PlanHow Many? One A Few ManyHow Often? Once a Year Quarterly Weekly
  7. 7. Account Plans Create a Plan of Record for ExecsReps & Managers Executives Discover Value Review Accounts Execute Plan Monitor Performance Account Plan Achieve Goals Close Big Deals
  8. 8. Detailed Account Plans Will Increase Deal Size Plan with value in mind Better discovery = Better ROI Drive team alignment
  9. 9. There are Five Key Steps to Building a Plan 1 2 3 4 5Account Plan Uncover What Strategy Team Share Strategy Intro You Don’t Know Session Check-ins & Vision
  10. 10. One: Set the Plan Strategy and Timeline •!Set Team Goals 1Account Plan Intro •!Agree on Timeline
  11. 11. Two: Uncover What You Don’t Know •!Company Priorities •!Exec Connections 2 •!Revenue PotentialUncover What You Don’t Know •!Business unit analysis •!Influencer analysis
  12. 12. Leverage Custom Layouts To Visualize the Plan!! Build a Custom Object for the Account Layout!! Leverage both Standard and Custom Fields!! Create Tasks and Checkboxes to Track Status
  13. 13. Three: Execute the Strategy Session •!Social Enterprise Vision •!Account strategy 3 •!Account value statementStrategy Session •!Strategy to standardize •!Set action plan
  14. 14. Break Down The Business!! Map the planning process to your customers.!! Track completeness of the plan!! Report on planning activity
  15. 15. Four: Stay on Top of Team Check-Ins •!Team cadence 4 •!Gain team insightTeam Check-ins •!Adjust strategy •!Update the plan
  16. 16. Get Strategic – 360 View !! Simplify view of the account !! Customize the view of the account family
  17. 17. Five: Share Strategy & Vision with Customer •!Strategy 5Share Strategy & •!Vision Vision •!Set action plan
  18. 18. Review: The Five Key Steps to Building a Plan 1 2 3 4 5 Account Plan Uncover What Strategy Team Share Strategy Intro You Don’t Know Session Check-ins & Vision•! Set Team Goals •! Company Priorities •! Social Enterprise Vision •! Team cadence •! Strategy•! Agree on Timeline •! Exec Connections •! Account strategy •! Gain team insight •! Vision •! Revenue Potential •! Account value statement •! Adjust strategy •! Set action plan •! Business unit analysis •! Strategy to standardize •! Update the plan •! Influencer analysis •! Set action plan Keep The Plan Current
  19. 19. Every Account Plan Needs a LeaderRole of the Account Plan Leader:•! Own the Account Planning process•! Set goals for Account Planning•! Ensure Account Plan lives in Salesforce•! Actively facilitate Account Planning•! Bring out best in account team to think bigger
  20. 20. Use Chatter to Collaborate on The Account Plan Account Plan GroupUse for: Use for:Strategic discussion Day to day discussionComments about the plan Meeting PlanningPlan Collaboration Account News Account files Chatter Group Field Link Left Navigation
  21. 21. What Makes for a Good Account Plan Planning on your own Good Account Planning Planning as an annual event Target a few key accounts Planning in Powerpoint Less is moreThinking you need all the answers Focus on discovery Planning night the before Coming prepared to every meeting Planning on your own Planning and reviewing as a team
  22. 22. Go Forth, Plan, and Conquer! Three Takeaways 1 Account Planning is an Ongoing Process; Plan in Small Batches and Keep it Current Do the Work Prior to the Strategy Sessions to 2 Maximize Time Together Share the Plan with Both Executives and The 3 Customer to Get Buy-in on Vision
  23. 23. Jim SinaiSenior ManagerProduct Marketing
  24. 24. Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any suchuncertainties materialize or if any of the assumptions proves incorrect, the results of, inc. could differmaterially from the results expressed or implied by the forward-looking statements we make. All statements other thanstatements of historical fact could be deemed forward-looking, including any projections of product or service availability,subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans ofmanagement for future operations, statements of belief, any statements concerning new, planned, or upgraded servicesor technology developments and customer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developing anddelivering new functionality for our service, new products and services, our new business model, our past operatinglosses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting,breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possiblemergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability toexpand, retain, and motivate our employees and manage our growth, new releases of our service and successfulcustomer deployment, our limited history reselling products, and utilization and selling to largerenterprise customers. Further information on potential factors that could affect the financial results of, included in our annual report on Form 10-Q for the most recent fiscal quarter ended October 31, 2011. This documentsand others containing important disclosures are available on the SEC Filings section of the Investor Information sectionof our Web site.Any unreleased services or features referenced in this or other presentations, press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services should make thepurchase decisions based upon features that are currently available., inc. assumes no obligation anddoes not intend to update these forward-looking statements.
  25. 25. Building Success Starts with the Right Data Industry Phone Number # of Employees Title SIC - DUNSSocial Conversations Blog Address Corporate Hierarchy Email Revenue People Companies
  26. 26. Today, the Data You Need is Delivered in the Cloud Traditional Data Model NativeData Data ConsumptionSourcing Warehousing Normalization/ Data Hygiene Integration NativeData Data ManagementManagement “Only 19% of organizationsResult are highly satisfied with the 333% quality of their data” YoY Customer Growth
  27. 27. Customers Are Succeeding with Source: as reported by customers March 2012
  28. 28. Establish a Successful Social Enterprise with The Four Steps to Success 1 2 3 4Clean Your Data Strategically Gain Insight Do It All Inside Target Growth Salesforce
  29. 29. Drive Productivity with Clean and Accurate Data 1 Clean Data Maintained in Real-TimeClean Your Data Instant Notifications of Changes Visibility Into Your Data Quality
  30. 30. Plan and Execute Your Growth With Leading Business Data 2 D&B Jigsaw 200M+ Company Profiles 30M+ Complete Contacts Align Territories Shorten Sales Cycles Segment Markets Increase Productivity Strategically Target New Companies Close more deals faster Target Growth
  31. 31. Build Better Relationships with Social Insights With in Salesforce: Know What Matters to Your Customers 3 Allow for Warm Introductions What is the deal with!? Anyone know whether!? What do you Gain Insight think about!? Here is an interesting article!
  32. 32. Succeed with Right Where You Work 4 Automatically in Salesforce Unified in the Cloud Do It All Inside In Your Business Process Salesforce A Familiar User Experience
  33. 33. is Business DNA for the Social Enterprise •!Real Time Updates •!200M+ Company Profiles •!Automatically in Salesforce •!Improve CRM Adoption •!30M+ Complete Contacts •!Unified in the Cloud •!Instant Notifications •!Social Insights •!In Your Business Process •!Familiar User Experience
  34. 34. Everybody Succeeds with Sales Marketing IT •! Account Planning •! Targeting •! Data Cleansing •! Prospecting •! List Building •! CRM Adoption •! Customer Insight •! Email Campaigns •! Data Visibility •! Cross-Selling •! Lead Cleaning
  35. 35. DEMO
  36. 36. !"#$ %&($!)(*+&,*-$$$./012$34&/(,1516*02(*7&5(85&/$$ &$$ 7&22&9$)*$:$$
  37. 37. Thank you!