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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

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

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…

Account Planning

How to Find Key Decision-Makers Inside Your Target Accounts Using Salesforce

In The Godfather, there’s a famous scene where a father seeking justice for his daughter comes to Don Corleone, the awe-inspiring Mafia patriarch, asking for a favor – and doing so on the Don’s daughter’s wedding day. His favor is granted, because in the movie, a Sicilian Mob boss can’t refuse a request at a…

Account Planning

The Secret Weapon You Need to Scale Existing Enterprise Accounts

Landing a major enterprise account is a terrific achievement. And not just because of how complex the sales process is, but also because of how much opportunity enterprise accounts have for growth. Scaling an enterprise account is one of the best ways for a sales team to smash quota – far beyond just the next…

Account Planning

5 Ways Top B2B Sales Teams Identify Decision Makers Inside Key Accounts Using Salesforce

Ever hear, “It’s not about what you know – it’s who you know”?  When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision-makers or key stakeholders, the faster you’ll turn opportunities into deals. But times have changed….