What does a "healthy" contact heat map look like?

All contact heat maps will have stakeholders in the positive, neutral, and negative categories (if they don't, you're probably kidding yourself). However, a healthy contact heat map has significantly more people in the positive section compared to the other two. A healthy contact heat map also means you have specific business objectives aimed at improving the relationship with negative stakeholders.

How do we know whether we have a strong, broad relationship with a customer, rather than relying on one person?

Research into B2B buying behavior demonstrates that 6 to 10 people are invariably involved in the decision-making process. Using a contact heat maps tells you whether you have identified all of these people, and articulates the positivity of your relationship. Inability to map the full buying group indicates you are likely relying on one person to drive the purchasing process on your behalf.

What actions should salespeople take when a heat map reveals weak engagement?

A strong benefit of contact heat mapping in Salesforce is that it enables you to define specific, executable objectives for driving stakeholder relationships, rather than taking a broad-brush approach. Document the specific objectives in your Account Plan .

Does data used by the Contact Heat May in Salesforce by GSP Account Planner leave the system?

No, GSP Account Planner is a native Salesforce app, which means all your data stays within your Salesforce environment.

Account Planning Archives

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Featured image for the neglected accounts blog.

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By Gary Smith | September 1, 2016 |

Import orders into salesforce to improve account management and increase revenue.

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By Gary Smith | July 28, 2016 |

Use ultimate parent to boost key account managemnt.

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By Gary Smith | March 16, 2016 |

Track value adding activities on key accounts to build customer engagement.

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By Gary Smith | February 18, 2016 |

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