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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,...
