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Account planning is something all sales executives in the financial services industry dread. Forecasting a revenue outlook for your portfolio of clients, whether it’s a large multinational corporation or an individual person, can be a challenging process. A robust account plan will help a sales team fully understand the upcoming...
Implementing a new CRM seems like a daunting task, especially if your sales team is resistant to change. However, a good CRM can be the driver of a consistent sales process. Consistency is key when it comes to sales forecasting. Good leaders know the importance of defining, managing and executing...
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,...
Losing clients costs U.S. companies $136.8 billion a year. Want a foolproof way to retain the best strategic account clients and the revenue they bring? Renewal automation is your answer. Renewal automation protects existing business by identifying renewals at risk before clients switch to a competitor. It also increases: Renewal...
SUMMARY: Account planning tools analyze customer & market data to generate plans to build client revenue. Download your free account planning template.Looking for a fast, reliable way to develop plans for your strategic account clients?We recommend ForecastEra’s suite of account planning tools accessed from our Account Plan Navigator.These account planning...
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...
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...
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...
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...
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...
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,...
