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Category: Customer Engagement

5 Tips to Improve Your Aerospace and Defense Sales Operations

By MattIn Customer Engagement, Revenue Forecasting, Sales ProcessPosted

With the aerospace and defense industry booming with revenue ($697 billion, reported in 2020 according to PriceWaterhouseCoopers), it’s no surprise organizations are looking to capitalize on this market. While enterprise-level sales operations at Fortune 500 companies like Boeing use ForecastEra products to help land huge deals, there are plenty of...

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How to Improve Sales and Operations Planning for Manufacturers

By MattIn Account Planning, Customer Engagement, Sales ProcessPosted

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...

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SUCCESS STORY: Huge Sales Coaching Improvements for Global Teams – Greg Downum at NTT DATA

By adminIn Account Planning, Customer Engagement, Relationship Mapping, Sales ProcessPosted

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...

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Make 2022 Your Most Profitable Year

By adminIn Account Planning, CRM, Customer Engagement, Relationship Mapping, Sales ProcessPosted

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...

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The Best Key Account Management Tools for Sustained Business Growth in 2021

By adminIn Account Planning, CRM, Customer Engagement, Relationship MappingPosted

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,...

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Your Ultimate Guide to Account Planning

By Rahul ShahIn Account Planning, Customer EngagementPosted

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...

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Six Steps Making Digital Account Plans the Center of Your COVID-19 Response

By Rahul ShahIn Account Planning, Customer EngagementPosted

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...

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How to Align Finance and Sales Teams During a Crisis with Salesforce

By Rahul ShahIn Account Planning, Customer EngagementPosted

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...

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5 Secrets to Better Customer Engagement During a Crisis

By Rahul ShahIn Account Planning, Customer EngagementPosted

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...

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Put Sales Operations in the Driver’s Seat for Forecasting

By Rahul ShahIn Customer EngagementPosted

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,...

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Recent Posts

  • Sales Forecast Navigator Gets an Update
  • 5 Tips to Improve Your Aerospace and Defense Sales Operations
  • How to Improve Sales and Operations Planning for Manufacturers
  • SUCCESS STORY: Huge Sales Coaching Improvements for Global Teams – Greg Downum at NTT DATA
  • The Question that Keeps CFOs Awake at Night

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