Webinar | Zero to Account Plan in 6 Contact Hours

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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.

Business

© 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

© The TAS Group 2014
Billy Martin
Sr. Manager, Salesforce Marketing Cloud,
Global Sales Enablement
Mark Handron
VP Strategic Alliances
Maureen Blandford
EVP Marketing

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…

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

© The TAS Group 2014
Source: Account Planning in Salesforce, Daly 2013
The Customer Lifecycle
1. Prospect
2. Customer
3. Loyal Customer
4. ______________

The Customer Lifecycle
© The TAS Group 2014
Source: Account Planning in Salesforce, Daly 2013
1. Prospect
2. Customer
3. Loyal Customer
4. Former Customer

B illy Martin
Salesforce Marketing Cloud
Global Sales Enablement Team
bmartin@salesforce.com

Corporate Landscape
BLUE Salesforce Org
ORANGE Salesforce Org

<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

Tracking Impact on the Business
Generating Pipeline and Driving Collaboration
250+ Portfolio Plans
180+ Growth Plans
4000+ Opportunities
$600+M in Pipeline

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

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

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

Present Like (and To) an Executive
Playbook for AEs and RVPs

Prescriptive Guidance and Coaching
Set Expectations for Adoption
Frequency
The Play
Payoff
Game Plan

Ultimate Goal
One Plan – One Tool – One Story

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

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