Account Planning
The Power of Contact Heat Maps In Sales & Account Planning
The Power of Contact Heat Maps In Sales & Account Planning Contact us Contact Heat Maps are vital for designing and executing successful account plans and customer-specific sales strategies. Want to know more? In this blog post, I’ll explain: What a Contact Heat Map is. Why you should be using this essential tool. Your options…
Read MoreHow White Space Analysis in Salesforce Drives New Opportunities
How White Space Analysis in Salesforce Drives New Opportunities Contact us It’s critical to understand the white space in your customers if you want to boost revenue through cross-selling and up-selling. That’s why sales teams spend much time discussing the subject. Nevertheless, many companies find white space analysis hard to do, especially as there’s no…
Read MoreHow To Make Account Plans Your Driving Force
How To Make Account Plans Your Driving Force Contact us At the start of every new financial year, the board wants to know: “Is there enough pipeline to meet our revenue goals for the year?” Although often, you can interpret it as an instruction instead of a genuine question. So, salespeople knuckle down to creating…
Read More10 Account Planning Best Practice Tips | How To Create Plans That Work
10 Account Planning Best Practice Tips | How To Create Plans That Work Contact us For this article, I harvested the ten most potent account planning best practices from the dozens of companies that use the GSP Account Plan app. Then I combined the results with my twenty years of experience working with customers to…
Read MoreHow To Build Powerful Key Account Plans In Salesforce
How To Build Powerful Key Account Plans In Salesforce Contact us In every business, there are customers and prospects for whom you need to create Account Plans. These are the customers that deliver a hefty share of revenue and profits. And, they are the prospects who will become the income stars of the future. Either…
Read More11 Things I Learned About CRM From My 39 Years at Novum | Interview
11 Things I Learned About CRM From My 39 Years at Novum | Interview Contact us Over 1,000 companies have installed the GSP Sales Dashboard. We’re proud of that statistic. One of these companies described itself as “a USA based, diversified technology company with worldwide operations”. They use the dashboard for global sales performance reporting…
Read More5 Secrets To Successful Sales Call Frequency In Salesforce
5 Secrets To Successful Sales Call Frequency In Salesforce Contact us Last week we explained how Tony Richards now creates effective Call Lists in salesforce. But who should Tony and his team call? And when? In other words, how should Tony manage call frequency? The answer is that Tony manages sales call frequency in salesforce.…
Read MoreHow To Spot Neglected Accounts You Should Be Focusing On
How To Spot Neglected Accounts You Should Be Focusing On Contact us Pipeline doesn’t grow on trees. Sales deals don’t close themselves. They both need focused salesperson activity. That’s why it’s important to track activities. Especially the number and quality of activities on key accounts. Key accounts are the customers and prospects you prioritize for…
Read MoreImport Orders Into Salesforce To Optimize Account Revenue
Import Orders Into Salesforce To Optimize Account Revenue Contact us You’ve shaken hands on the deal with your new customer. And the paperwork is signed. But nothing gets delivered. No services are provided. And no money changes hands. At least not yet. That’s because the customer now begins placing regular orders for your products, often…
Read MoreHow To Use Ultimate Parent To Improve Key Account Management In Salesforce
How To Use Ultimate Parent To Improve Key Account Management In Salesforce Contact us If you sell to one company within a Group the next easiest new customer is the sister company. Getting introductions from one company in a group to other companies is a proven, more cost effective way to increase revenue. Maybe you…
Read More2 Must Have Salesforce Key Accounts Reports to Measure Proactivity
2 Must Have Salesforce Key Accounts Reports to Measure Proactivity Contact us Why have you flagged some customers and prospects as key accounts? You did it for a reason. The reason is these accounts are probably the most strategically important customers. They are the prospects with whom you expect to drive most future value. They…
Read MoreHow to Measure Your Top Accounts on Salesforce Dashboards
How to Measure Your Top Accounts on Salesforce Dashboards Contact us In most businesses everyone knows who the top account is. Or at least they think they know. And people can usually make an educated guess at the second top account. But after that? It’s a lot tougher. Ask your colleagues to name the top…
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