Revenue leakage occurs when a company experiences a shortfall in expected revenues. As any business owner knows, generating revenue is essential to the success of any company. Without a steady income stream, it would be impossible to cover operating costs, pay employees, and make a profit. Therefore, it is critical...
Category: Account Planning
How Hypergrowth Companies Can Grow Their Sales Organizations
If you have a hypergrowth company, you know that explosive sales growth is essential to your success.But how do you go about scaling your sales organization to support that growth? This blog post will discuss some tips for growing your sales team rapidly. We'll also look at some of the...
What 5 things should CFO’s know today
You may have noticed it: This is a strange moment for businesses. On the one hand, economic growth is skyrocketing across the board. Demand is through the roof, and more and more people are attempting to get their lives back to some semblance of normal after more than two years...
How to Improve Sales and Operations Planning for Manufacturers
Many manufacturers discover that their most significant competitive advantage is their sales and operations planning department. Sales and operations planning (S&OP) is an executive management process where real-time sales data leads to increasingly accurate financial forecasts, production plans, inventory, supply chains, etc. Each element continually informs the others. Previously, sales...
SUCCESS STORY: Huge Sales Coaching Improvements for Global Teams – Greg Downum at NTT DATA
What’s the one thing you’re missing when you try to coach your large sales team? How can you be sure that your sales teams are promoting the right products to the right people? How can you train global teams at scale or one-on-one with the individual salespeople who need your...
Make 2022 Your Highest Growth Year
The last 24 months have shown that robust account planning can make or break a sales organization. You better believe that 2022 will drive that lesson home. As large teams that use Salesforce start the new year, account planning has gone from nice to critical. Best practices sometimes seem like...
Account Planning Best Practices
Want a sure thing to improve your sales performance sevenfold? Follow account planning best practices. I’ve seen our customer data that proves account planning works. Industry leaders report an average sevenfold increase in win rate when they follow account planning best practices. In addition to higher win rates, with account planning best practices...
9 steps to Moneyballing Your Revenue Operations
I was listening to a sales podcast recently when one of the guests said he’d like to Moneyball his sales operations. Moneyballing is a goal that is often discussed, but in my experience, most companies don’t know how to do it right. In case you don’t know, Moneyball: The Art...
The Best Key Account Management Tools for Sustained Business Growth in 2021
You’re saying it wrong. Whether you call it Account Planning, Key Account Management, or Strategic Account Planning, there is a simpler term that’s been around for ages: customer service. Don’t get distracted by the many available account planning tools (Altify, Revegy, Demand Farm, Prolifiq, or even ForecastEra’s Account Plan Navigator,...
ForecastEra Releases – Major AI Upgrade with Account Plan Navigator 3.1
RESTON, VA – 4/28/21 ForecastEra’s Account Plan Navigator, recognized by Gartner as one of only two account planning apps native to Salesforce, just got a major AI overhaul. As before, Salesforce enterprise users deploy ForecastEra’s Account Plan Navigator to scale up account planning best practices across their entire sales organization....
Renewal Automation Management FAQ
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...
Account Planning Tools
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...
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...