How to use account planning to improve customer success
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.
Banish farmers and farming!
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us.
What do you wish salespeople would stop doing?
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.
The problem with account plans...
Many of the clients I’ve been working with have been attempting to implement some form of account planning. Far fewer seem to be happy with the current outcomes.
How and when to leave Salesforce CRM
So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.
The obvious benefits of taking a team approach
According to recent research it has been suggested that team selling increases your chances of closing a deal by more than 250% compared to selling solo.
