The Latest ( Account Planning )

Account Planning

How Slack Will Change the Way Account Planning Works in Salesforce

When Samuel B. Morse sent his first message over the new-fangled telegraph on the auspicious day of May 24, 1844, it must’ve seemed like magic. That first message – “What hath God wrought!” – would open the door to a revolution in communication. That same revolution is still going strong. It continues in today’s apps,…

Account Planning

3 Ways to Grow Your Existing Accounts Today

One of the greatest, history-changing advancements in civilization – really, the advancement that made civilization possible – was when hunter-gatherers started settling down and growing crops. Instead of always hunting down or scrounging for that next meal, they could get bountiful harvests from their farms. Thousands of years later, sales reps with a constant eye…

Account Planning

Innovative Account Planning Strategies to Help You Beat Your Competition

Ever hear the saying, “Fail to plan, plan to fail?” It’s paraphrased from Benjamin Franklin, who, among other things, helped put together the strategy that led the colonials to victory in the American Revolution.  B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like…

Account Planning

Prolifiq Launches Crush-for-Slack Connector Powered by Centro

Partnership enhances the rollout of account planning and bringing strategic account execution to life with seamless collaboration through Slack and Salesforce Beaverton, OR, January 6th, 2022    Prolifiq Software Inc., a leader in sales enablement and revenue optimization technology, has partnered with Centro to enhance how account planning is executed through Slack, Prolifiq CRUSH and…

Account Planning

How to Identify Your Top Accounts to Upsell in Q1

A bird in the hand is worth two in the bush. In sales, though, a bird in the hand can be worth way more than that – because after all, growing a current account is a lot easier and more efficient than landing a new one.  If you can identify just one possible upsell opportunity…

Account Planning

3 Steps in Opportunity Planning That Will Reduce Your Sales Cycle Immediately

Fail to plan, plan to fail. That saying doesn’t just apply to trekking through the wilderness or leading a military campaign; it applies to sales – specifically, what steps in opportunity planning that you’re taking. If you’re not familiar, opportunity planning is what top sales reps do to strategize how they’ll find, qualify, pursue, and…

Account Planning

What Is Opportunity Planning? Use It to Reduce Your Sales Cycle by 25%

In sales, opportunities don’t just fall from the sky.  It’d be great if they did. You wouldn’t even need an umbrella, just a big bank account. But real life has a nasty habit of being harder than we want it to be. If you want opportunities, you have to build a plan to get them….

Account Planning

What the Data Says About B2B Account Planning

Have you ever seen a heist movie? Heist movies are about stealing stuff, of course, but they’re really about the complex web of interactions that humans weave when conspiring to accomplish feats of great ambition (in this case, stealing stuff). The best ones – Kubrick’s The Killing; Ocean’s 11 with Clooney and Pitt; The Sting…