Account Manager enables salespeople to deepen their understanding of the buyer’s business pressures, goals, and obstacles, uncovering hidden opportunities for mutual value. The solution maps the “whitespace” and political landscape, and then guides salespeople to create and win new business in their key accounts.
Successful Account Planning helps you...
- Discover unresolved business problems
- Align with the customer’s strategy
- Gain executive access
- Uncover whitespace
- Accelerate cross-sell/up-sell
- Develop and win non-competitive deals
- Understand business value delivered
- Foster greater customer loyalty/retention
Discover, develop, and win new business by putting the customer at the center
Progressive sales organizations employ account planning as a core part of their customer revenue optimization strategy. Account Manager provides an intelligent framework for execution of Account Planning activities across the revenue team.
Sales organizations with a defined account planning process are 41% more likely to exceed revenue targets
Average deal size when selling to existing customers is 62% larger than when selling to new customers
Plan Overview provides a visual summary of your account plan, surfacing the most important and actionable information, so you can review the plan essentials all in one place. The entire revenue team can easily collaborate on plan progress, plan objectives and actions, customer insights, and team resources.
Pursuing whitespace is a highly successful strategy. Mapping out where your solutions can deliver value, and cross-referencing that with where you have already deployed your solutions builds a visual representation of potential opportunities to create new value and identify gaps that your solution can address.
Align Selling with Buyer Motivation
Sellers gain insight into what customers value by uncovering their goals, pressures, initiatives, and obstacles, to truly understand what is driving their motivation to buy. Understand the challenges they face in their business to devise solutions that deepen the value you provide.
With the ability to create notes as you uncover new insight, you can drag and drop new information into your insight boards as you verify the accuracy with your customer to help you develop a compelling story to achieve a win-win outcome.
Navigate Your Buyer’s Organization
Identify key decision-makers and influencers to determine who is a supporter and who needs additional support. With the new ability to manage and track levels of relationships, you can sharpen your focus and attention on winning mindshare from the right people to improve your sales cycle. Integration with LinkedIn Sales Navigator allows you to leverage rich account and contact information directly from your Relationship Map.
Continuous and Actionable Account Plan Reviews
Use best-practice process and methodology to align the entire revenue team around the customer. Structured account reviews enable capture of revenue team input on existing plans (questions, gaps, and recommendations, etc.) and to create and track team actions directly in the application.
Increased Visibility of KPIs
New account management analytics enables sales leaders and sales operations to quickly compare the performance of account plans when using the solution versus not, and the positive impacts of following best practice for future success. Account Manager can be delivered out of the box with Salesforce Einstein or utilizing Tableau’s data visualization platform, with the capability to operate with other leading analytics solutions.
“We were at about 24 account plans last year… in the March-April time frame. By September, we had about 180 sales account plans and there are only 185 reps.”
VP Sales Operations and Enablement – Hexagon
“Altify Account Planning has helped us increase our sales velocity.”
Director of Sales Operations for GTM Projects – Anaplan
“Having 3 mentors or supporters on larger deals drives up win rates by 137%.”
Senior Manager, Sales Enablement – Autodesk
On-Demand Webinar: Best Practices in Account Management Grow Revenue in Key Accounts
Account Planning Strategies for Optimizing Revenue Growth
Find and maximize revenue opportunities in your existing and target key accounts.
Grow and maximize revenue in your key accounts
Hexagon – Customer Success Story
“We were at about 24 account plans last year… in the March...