Plan, Plan, Plan for Every Account

Plan, Plan, Plan for Every Account Heather Durden, salesforce.com Tom Jordan, Endeca Jeff Guillot, Hoover’s Track: Sales Executives

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Heather Durden DIRECTOR of PRODUCT MARKETING [email_address]

Why do Account Planning? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],In most companies, 30% to 40% of all business is unprofitable, and 20% to 30% of business provides nearly all of the profits Jonathan Byrnes, Harvard Business Review “ ”

Components of an Account Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Leveraging salesforce.com to do Account Planning ,[object Object],[object Object],Custom Fields Custom Objects Custom Tabs Built to fit your specific process and strategies

TOM JORDAN SR MANAGER, BUSINESS OPERATIONS [email_address]

Company Introduction ,[object Object],[object Object],INDUSTRY: Software EMPLOYEES: 300+ GEOGRAPHY: Global PRODUCT(S) USED: Marketing, SFA, Service & Support # USERS: 150

Account Planning ,[object Object],[object Object],[object Object],[object Object]

Account Intelligence ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Plan of Action ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

“ No plan survives contact with the enemy.” Field Marshal Helmut Von Moltke

Salesforce.com supports the process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

OneSource & Hoovers Integration ,[object Object],[object Object],[object Object],[object Object]

iProfile & Jigsaw ,[object Object],[object Object],[object Object],[object Object],[object Object]

iProfile – Stored as Attachments

Customer Data - Why its critical ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customer Data – Define What, Who, When ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Plan of action(s) ,[object Object],[object Object],[object Object],[object Object]

Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

JEFF GUILLOT EVP, Product & Technology [email_address]

Company Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Business Services EMPLOYEES: 500+ GEOGRAPHY: Global PRODUCT(S) USED: Unlimited Enterprise Edition # USERS: 350+

Background – Hoover’s Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Background – Salesforce Project ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Planning Strategy ,[object Object],[object Object],[object Object]

Account Planning - IDENTIFY ,[object Object],[object Object],[object Object],[object Object],[object Object]

Account Planning - IDENTIFY Identify Contacts Identify Companies Identify Networks

Account Planning - PRIORITIZE ,[object Object],[object Object],[object Object],[object Object],[object Object]

Account Planning - PRIORITIZE Prioritize Customer Need Prioritize Sales Potential Prioritize Sales Activity

Account Planning - MEASURE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Account Planning - MEASURE IDENTIFY and Import Similar Prospects MEASURE Operational Sales Metrics PRIORITIZE Using Tactical and Strategic Metrics

Account Planning Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

QUESTION & ANSWER SESSION Tom Jordan Sr. Manager, Business Operations Jeff Guillot EVP, Product & Technology

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 135, #### For example, “ Session 123, 5555 ” Session ID: 135 Session ID # Scores for 4 categories SMS Voting powered by:

Plan, Plan, Plan for Every Account

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Plan, Plan, Plan for Every Account