LEADER 00000cam a2200577Mi 4500
001 ocn885248141
003 OCoLC
005 20210122115937.8
006 m o d
007 cr cn|||||||||
008 140102s2013 ie a o 000 0 eng d
020 9781781190876|q(electronic book)
020 1781190879|q(electronic book)
020 9781781190883|q(electronic book)
020 1781190887|q(electronic book)
020 |z9781781190869
020 |z9781781190890
020 |z1781190895
035 (OCoLC)885248141
037 DCFA95F6-B181-48DD-9593-48AA2311D595|bOverDrive, Inc.
|nhttp://www.overdrive.com
040 E7B|beng|erda|epn|cE7B|dOCLCO|dTEFOD|dOCLCO|dOCLCF|dOCLCO
|dTEFOD|dOCLCQ|dLTP|dCNNOR|dOCLCQ|dN$T
049 RIDW
050 4 HF5438.4|b.D359 2013eb
082 04 658.81|223
090 HF5438.4|b.D359 2013eb
100 1 Daly, Donal.|0https://id.loc.gov/authorities/names/
nb90479652
245 10 Account planning in salesforce :|bunlock revenue in big
customers to turn them into bigger customers /|cDonal
Daly.
264 1 Cork, Ireland :|bOak Tree Press,|c2013.
264 4 |c©2013
300 1 online resource (117 pages) :|billustrations (some
color), graph
336 text|btxt|2rdacontent
337 computer|bc|2rdamedia
338 online resource|bcr|2rdacarrier
340 |gpolychrome|2rdacc
347 text file|2rdaft
520 ACCOUNT PLANNING in SALESFORCE is focused on helping
companies that have purchased Salesforce with their
Account Planning initiatives. Its goal is to be the
reference text on Account Planning for all Salesforce
users. Account Planning is a tremendously important
endeavor. It drives revenue, increases customer
satisfaction, aligns your organization, and provides
incredibly gratifying moments when you can see the impact
of your work - both for the customer, and for your
company. Account Planning is a strategic imperative that
goes beyond traditional selling tactics. The benefits that
accrue go beyond simple revenue numbers, and point to an
approach that must be focused not just on greater revenue
as the sole arbiter of strategy. When Account Planning is
executed well, customer satisfaction increases. Customers
who are more satisfied buy more from you, and do so
without calling your competitors first. Customers who are
served well are easier to retain, and therefore it is
easier to make your revenue targets year after year. When
you do effective Account Planning, you get to understand
the customer's business, sit with them at their side of
the table, and strengthen your ability to shape their
thinking and their business strategies. A happy customer
is hostile territory for your competitor to enter.
Switching suppliers is expensive for a customer and they
will do so only if they feel you are not serving them well
and fairly. Your ability to monitor, measure and react is
greater if you are closer to the heart of their business,
understanding their corporate goals, and motivations. It
takes investment, research and hard work, but is the price
of customer retention and growth. In ACCOUNT PLANNING in
SALESFORCE, you will learn how to gather the information
you need to understand the Account as a marketplace and to
segment that marketplace into discrete units so that you
can choose where to spend your time. Recording the Current
Opportunities in the Account, as well as business you
already have won, you will be able to place your solutions
on a structured map of the customer's business. Exploring
how to uncover the customer's Business Drivers and how to
navigate the political landscape in the account will help
you to understand both the people who matter - the Key
Players - and their associated Business Drivers. When all
of the opportunities in the Account have been identified,
you will evaluate each one against the twin axes of Value
to Customer and Value to Us. That way you will uncover
areas of Mutual Value - which is a thread that you will
find woven into the fabric of the methodology. It is
important. This is the White Space in the Account where
you can help your customer to identify new potential areas
of opportunity - and simultaneously discover new areas of
opportunity for yourself. Finally, you will build the
Execution Plan so that you get beyond planning and begin
to manage and execute. And to keep things interesting, you
will find many musical references throughout the book -
this will be the only book on Account Planning that you
will find that includes a song playlist!
588 0 Online resource; title from PDF title page (ebrary, viewed
January 02, 2014).
590 eBooks on EBSCOhost|bEBSCO eBook Subscription Academic
Collection - North America
650 0 Sales management.|0https://id.loc.gov/authorities/subjects
/sh85116729
650 0 Marketing|xPlanning.|0https://id.loc.gov/authorities/
subjects/sh2008107431
650 7 Sales management.|2fast|0https://id.worldcat.org/fast/
1103833
650 7 Marketing|xPlanning.|2fast|0https://id.worldcat.org/fast/
1010240
655 4 Electronic books.
776 08 |iPrint version:|aDaly, Donal.|tAccount planning in
salesforce : unlock revenue in big customers to turn them
into bigger customers.|dCork, Ireland : Oak Tree Press,
©2013|happroximately 117 pages|z9781781190869
856 40 |uhttps://rider.idm.oclc.org/login?url=http://
search.ebscohost.com/login.aspx?direct=true&scope=site&
db=nlebk&AN=1011104|zOnline ebook via EBSCO. Access
restricted to current Rider University students, faculty,
and staff.
856 42 |3Instructions for reading/downloading the EBSCO version
of this ebook|uhttp://guides.rider.edu/ebooks/ebsco
901 MARCIVE 20231220
948 |d20210519|cEBSCO|tEBSCOebooksAcademic 1-22-21 4032|lridw
994 92|bRID
