Download Account Planning in Salesforce. Unlock Revenue from Big by Donal Daly PDF

By Donal Daly

ACCOUNT making plans in SALESFORCE is concentrated on aiding businesses that experience bought Salesforce with their Account making plans tasks. Its aim is to be the reference textual content on Account making plans for all Salesforce clients. Account making plans is a greatly very important exercise. It drives profit, raises client pride, aligns your company, and gives quite pleasant moments if you can see the influence of your work—both for the buyer, and to your corporation. Account making plans is a strategic principal that is going past conventional promoting strategies. the advantages that accrue transcend basic profit numbers, and aspect to an strategy that needs to be centred not only on better profit because the sole arbiter of procedure. whilst Account making plans is performed good, purchaser delight raises. clients who're extra chuffed purchase extra from you, and accomplish that with no calling your rivals first. shoppers who're served good are more straightforward to keep, and consequently it is...

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Extra resources for Account Planning in Salesforce. Unlock Revenue from Big Customers to Turn Them into Bigger Customers

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When approaching any such ecosystem, a deliberate design is demanded. Optimal outcomes are rarely achieved without such diligent efforts. In early 2010, International Turnkey Systems (ITS), a 3,000-employee integrated information technology solutions and software services provider, deployed an integrated Account Planning and Opportunity Management system. The ITS Account Planning function spanned 45 countries and many virtual teams that each managed separate divisions of their largest customers.

Let’s consider why you really should care about this. Here are some facts to ponder: The cost of new customer acquisition is 500% that of customer retention. Increasing customer retention by 2% equates to decreasing costs by 10%. Reducing customer defections by 5% can increase profitability by up to 125% (depending on industry). (Source: Leading on the Edge of Chaos, Emmet C. Murphy and Mark A. Murphy) I want you to consider the two different scenarios I have outlined below. Each is reflective of a real situation, and I hope you will easily identify with them both.

Customers who are served well are easier to retain, and therefore it is easier to make your revenue targets year after year. When you do effective Account Planning, you get to understand the customer’s business, sit with them at their side of the table, and strengthen your ability to shape their thinking and their business strategies. A happy customer is hostile territory for your competitor to enter. Switching suppliers is expensive for a customer and they will do so only if they feel you are not serving them well and fairly.

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