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Account Planning in Salesforce (Paperback, New)
Loot Price: R487
Discovery Miles 4 870
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Account Planning in Salesforce (Paperback, New)
(sign in to rate)
Loot Price R487
Discovery Miles 4 870
Expected to ship within 10 - 15 working days
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Account Planning is a strategic imperative that goes beyond
traditional selling tactics. The benefits that accrue go beyond
simple revenue numbers, and point to an approach that must be
focused not just on greater revenue as the sole arbiter of
strategy. When Account Planning is executed well, customer
satisfaction increases. Customers who are more satisfied buy more
from you, and do so without calling your competitors first.
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. Your
ability to monitor, measure and react is greater if you are closer
to the heart of their business, understanding their corporate
goals, and motivations. It takes investment, research and hard
work, but is the price of customer retention and growth. In ACCOUNT
PLANNING in SALESFORCE, you will learn how to gather the
information you need to understand the Account as a marketplace and
to segment that marketplace into discrete units so that you can
choose where to spend your time. Recording the Current
Opportunities in the Account, as well as business you already have
won, you will be able to place your solutions on a structured map
of the customer's business. Exploring how to uncover the customer's
Business Drivers and how to navigate the political landscape in the
account will help you to understand both the people who matter -
the Key Players - and their associated Business Drivers. When all
of the opportunities in the Account have been identified, you will
evaluate each one against the twin axes of Value to Customer and
Value to Us. That way you will uncover areas of Mutual Value -
which is a thread that you will find woven into the fabric of the
methodology. It is important. This is the White Space in the
Account where you can help your customer to identify new potential
areas of opportunity - and simultaneously discover new areas of
opportunity for yourself. Finally, you will build the Execution
Plan so that you get beyond planning and begin to manage and
execute. And to keep things interesting, you will find many musical
references throughout the book - this will be the only book on
Account Planning that you will find that includes a song playlist!
ACCOUNT PLANNING in SALESFORCE is focused on helping companies that
have purchased Salesforce with their Account Planning initiatives.
Its goal is to be the reference text on Account Planning for all
Salesforce users.
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