The key to a strong pipeline is implementing and defining a clear and formalized sales process. According to a 2015 Harvard Business Review study, companies that have defined a sales process had 18% more revenue growth than companies that didn’t have a defined process. This shows the importance of defining,...
Relationship Mapping FAQ
Are you selling to the right people? How do you know? Enterprise purchasing decisions involve an average of seven stakeholders. How do you access the stakeholders in strategic account client organizations who can say "yes" to your sales proposals? First you need to know who the real players are. You...
Your Ultimate Guide to Account Planning
Because ForecastEra’s Account Plan Navigator is so popular with Salesforce teams, we get account planning questions all the time. If you’re an account planning beginner, we’ve written this guide answering the most popular account planning questions. If you have additional questions about how to incorporate account planning best practices, please...
Six Steps Making Digital Account Plans the Center of Your COVID-19 Response
For years, doing account plans a couple times a year worked well for enterprise sales teams. Usually, a sales director or manager would manually piece together some customer information, last quarter’s sales figures, and a handful of other reports to create a plan for major customer accounts and share it...
How to Align Finance and Sales Teams During a Crisis with Salesforce
It’s no secret that the coronavirus crisis is having a dramatic impact on businesses around the world, many of which are fighting just to stay alive. With sales revenues plummeting across nearly every industry, many businesses are left with more cash outflows than inflows and are struggling to keep costs...
5 Secrets to Better Customer Engagement During a Crisis
As a sales professional, you already know that customer engagement is imperative for long-term success and client value. Retaining and growing client accounts is cheaper and easier than replacing them. Strong customer engagement helps to maximize current revenue opportunities, and creates long-term value. None of this changes during a crisis...
Put Sales Operations in the Driver’s Seat for Forecasting
The key to a strong pipeline is implementing and defining a clear and formalized sales process. According to a 2015 Harvard Business Review study, companies that have defined a sales process had 18% more revenue growth than companies that didn’t have a defined process. This shows the importance of defining,...
Pharma Sales VPs: Get the Most Out of Your CRM
The key to a strong pipeline is implementing and defining a clear and formalized sales process. According to a 2015 Harvard Business Review study, companies that have defined a sales process had 18% more revenue growth than companies that didn’t have a defined process. This shows the importance of defining,...
Predictable Outcomes are Key to Sales Success
The key to a strong pipeline is implementing and defining a clear and formalized sales process. According to a 2015 Harvard Business Review study, companies that have defined a sales process had 18% more revenue growth than companies that didn’t have a defined process. This shows the importance of defining,...
Storytelling with Data and Sales Analytics
The key to a strong pipeline is implementing and defining a clear and formalized sales process. According to a 2015 Harvard Business Review study, companies that have defined a sales process had 18% more revenue growth than companies that didn’t have a defined process. This shows the importance of defining,...
5 Ways to Streamline Your Sales Process and Hit Your Sales Forecasts
The key to a strong pipeline is implementing and defining a clear and formalized sales process. According to a 2015 Harvard Business Review study, companies that have defined a sales process had 18% more revenue growth than companies that didn’t have a defined process. This shows the importance of defining,...
Only 50% of Forecasted Deals Close? Can Predictive Foreca…
The key to a strong pipeline is implementing and defining a clear and formalized sales process. According to a 2015 Harvard Business Review study, companies that have defined a sales process had 18% more revenue growth than companies that didn’t have a defined process. This shows the importance of defining,...