A study by CSO found that sales organizations with excellent strategic account planning outperformed others on key metrics like quota attainment, forecast accuracy, and developing strategic plans. Strategic account planning organizations that exceeded expectations had 76% of reps meet quota, 53% win rate on forecast deals, and only 5.3% developed strategic plans, compared to 51-58% quota attainment, 44-49% win rates, and 36.8-53.9% developing strategic plans for organizations with needs improvement or meeting expectations planning. The document proposes that Evalueserve can help sales organizations improve strategic account planning through services like industry and company research, account mapping, and identifying relationships to increase opportunities.

1. Better Planning = Increased Sales
CSO insights study of key account planning
improve key account selection
also recognized their key account plans need
improvement
understood they lost
51%
52%
60%
A Sales Performance Optimization (SPO) study by CSO compared how well
sales organizations handled strategic account planning and the impact to
their overall sales performance.
Providing thought-
provoking quality
content, insight and
knowledge
Excellent Strategic Account
Planning Organizations outsell others
Sales Performance
as related to
Strategic Account
Planning
Strategic Account
Planning:
Needs
Improvement
Strategic Account
Planning:
Meets
Expectations
Strategic Account
Planning:
Exceeds
Expectations
% of Reps
making quota 51% 58% 76%
Win rate of
forecast deals 44% 49% 53%
Development
of strategic plans 53.9% 36.8% 5.3%
Sect
o
r
C
O
M
PANY
RELATIONSHIPS
News
Key Facts
HotTopics
Providing
Insight
Trends
Thought
Leadership
Internal
Data
External
Profiles
TAXI
Report
Opportunity
Report
CRM
CXO link Relationship
Opportunity
Identification
Evalueserve empower
you with a 360°
account view News> Key Facts > Hot Topics >
Providing Insight > Trends >
Thought Leadership
- Internal Data> External Profiles >
TAXI Report> Opportunity Report
CRM> CXO link > Relationship >
Opportunity Identification
- Internal Data> External Profiles >
TAXI Report> Opportunity Report
- Internal Data> External Profiles >
TAXI Report> Opportunity Report
News> Key Facts > Hot Topics >
Providing Insight > Trends >
Thought Leadership
News> Key Facts > Hot Topics >
Providing Insight > Trends >
Thought Leadership
News> Key Facts > Hot Topics >
Providing Insight > Trends >
Thought Leadership
News> Key Facts > Hot Topics >
Providing Insight > Trends >
Thought Leadership
CRM> CXO link > Relationship >
Opportunity IdentificationCRM> CXO link > Relationship >
Opportunity Identification
- Internal Data> External Profiles >
TAXI Report> Opportunity Report
CRM> CXO link > Relationship >
Opportunity Identification
Converting knowledge into profitable business?
Strategic account planning is critical to winning more business, yet are you spending time to understand key accounts? Is research
consuming too much precious sales and billing time? Are you leaving opportunities for the competition? Evalueserve offers a range of key
account planning services providing critical industry, company, and people-related insights to drive your sales.

2. Informing vision; inspiring action
Evalueserve specializes in combining expert
knowledge with best practice, processes and leading-
edge technology to give you a competitive edge.
We analyze, improve and execute information-laden
work streams helping you to explore and exploit
information, improve your productivity, increase your
effectiveness and deliver a more powerful ROI.
Global Reach
• 2,700 professionals
• 45m hours research annually
• 5 continents
• 25 Languages
• 40 Nationalities
• Emerging Market Presence
Take Action Now
Improve your key account planning
and increase your opportunities
<< You know my
company better
than I do >>
A client of an
international law firm
<< One magic Circle Law Firm increased production
output by over 40% without raising the budget >>
<< A Big 4 Firm achieved
60% productivity savings
across a number of sub-
processes in KAP >>
Nothing frustrates a client or prospect more
than a lack of understanding about their
industry or company.
Compelling information; more lucrative opportunities
Sector focus – identifying the latest news facts and key information in your
target sectors to establish you as a thought leader using SNAP, our web-based
newsletter application, which automates a large part of newsletter generation.
Account mapping – providing vital information including company profiles,
taxi reports (you read in a cab) and complete opportunity plans to help to
grow your accounts.
Relationships – our researchers provide stewardship services, combined with
CXO Linx and your CRM that deliver timely information on key executives in
your network.
1 2 3 4 65 7
Reduce
impact on
time
Maximise
your
resources
Segment
your
customers
Work
smarter
and faster
Build
better
client
relationships
Identify
and engage
C-level
influencers
Increase
your win
rates
More
profitable
planning
• Reduce impact on time
• Maximise your resources
• Segment your customers
• Work smarter and faster
• Identify and engage C-level influencers
• Build better client relationships
• Increase your win rates
• Reduce impact on time
• Maximise your resources
• Segment your customers
• Work smarter and faster
• Identify and engage C-level influencers
• Build better client relationships
• Increase your win rates
• Reduce impact on time
• Maximise your resources
• Segment your customers
• Work smarter and faster
• Identify and engage C-level influencers
• Build better client relationships
• Increase your win rates
• Reduce impact on time
• Maximise your resources
• Segment your customers
• Work smarter and faster
• Identify and engage C-level influencers
• Build better client relationships
• Increase your win rates
• Reduce impact on time
• Maximise your resources
• Segment your customers
• Work smarter and faster
• Identify and engage C-level influencers
• Build better client relationships
• Increase your win rates
• Reduce impact on time
• Maximise your resources
• Segment your customers
• Work smarter and faster
• Identify and engage C-level influencers
• Build better client relationships
• Increase your win rates
Key account planning visibility
Evalueserve provides powerful insight and in-depth information to drive your
discussions and identify more opportunities.