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Account Planning in Salesforce: Unlock Revenue from Big Customers to Turn Them into BIGGER Customers by [Daly, Donal]
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Account Planning in Salesforce: Unlock Revenue from Big Customers to Turn Them into BIGGER Customers Kindle Edition

4.6 out of 5 stars 16 customer reviews

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Editorial Reviews

Review

Donal uncovers the vast advantages of Account Planning done right and shows how our own client intimacy approach has benefitted from getting closer to our customers.
Patricia Elizondo, Senior Vice President, Xerox Corporation

Companies around the globe are transforming the way they connect with customers. ACCOUNT PLANNING in SALESFORCE contains valuable advice on how to use Account Planning methodology in Salesforce to accelerate revenue growth. It is a great example of how our partners are leveraging the power of the Salesforce platform to provide customers with the right tools to accelerate their success in the cloud.
Ron Huddleston, Senior Vice President, ISV & Channel, salesforce.com

Unlike most books on this topic, Donal grounds his recommendations in the context of modern B2B sales, where customers - armed with massive amounts of information and advice - can afford to engage salespeople later and later in the purchase decision. In this world, an insight-based approach must serve as the backbone of a powerful Account Plan. And, as Donal demonstrates, there are no shortcuts to getting this right. This book is required reading for those of us who want to keep selling and avoid the trap of order-taking.
Matthew Dixon, Executive Director Sales & Service Practice, CEB and co-author of The Challenger Sale

Even a dyslexic, A.D.D., former CEO like me found it to be a compelling relevant read - Love the statistical back up - Practical and relevant - I've turned around over a dozen sales teams in my career and the content provided in this book is the basis for that success. Daly nailed it!
Ken Bado, former CEO, Marklogic and EVP, Autodesk

A must-read for all sales professionals working in a salesforce.com environment! Account Planning is a core sales skill that requires a disciplined approach and ongoing care and maintenance. The book not only teaches the 'how,' but 'why' proper Account Planning will drive bigger and stronger sales opportunities.
Matthew L. Cox, Senior Director, Sales Strategy and Operations, Hewlett-Packard

All too often Account Planning is a once-a-year effort that gathers dust on the shelf. Use Donal Daly's ACCOUNT PLANNING in SALESFORCE to help transform this critical activity into a usable, customer-centric approach to growing loyal relationships all year long.
Bob Thompson, Founder / CEO, CustomerThink Corp.

Donal's unique combination of methodology expertise and smart software comes to life in this book. It is filled with priceless nuggets. If you want to operationalize Account Planning, this is the best roadmap I've seen. I encourage all sales professionals to follow it.
Carol Burch, former Global SVP, CRM Clear Vision Program, SAP

A practical guide that embraces the modern world of global Account Management with a refreshing balance of integrity, knowledge, expertise, and humor. Daly's business acumen is evident as he clearly articulates what it takes to maximize revenue from Large Accounts. A must read and, dare I say it, an enjoyable read.
Padma Rao, Director Sales Enablement, Akamai --Testimonials to author

About the Author

DONAL DALY continues to revolutionize the sales effectiveness industry by introducing smart sales performance apps. A serial entrepreneur, he is currently Chairman of The TAS group - the world leader in sales performance evaluation. Donal is an in-demand speaker and writer, and is the author of four books.

Product Details

  • File Size: 6168 KB
  • Print Length: 220 pages
  • Publisher: Oak Tree Press; First edition (March 13, 2013)
  • Publication Date: March 13, 2013
  • Sold by: Amazon Digital Services LLC
  • Language: English
  • ASIN: B00BU6POH2
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Enhanced Typesetting: Not Enabled
  • Amazon Best Sellers Rank: #143,036 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Top Customer Reviews

Format: Kindle Edition
Leading a business where you have a range in size of customers, the balance you must strike from a profitability investment standpoint is where you likely have the greatest returns. I read the extract of the book because I want to refine and pursue a business model that yielded the greatest profits with the most reasonable investment. I was intrigued enough to buy the book and was pleased with my purchase. As a business leader, I appreciate that his style isn't boring or textbookish; in fact, he was kind of funny. But his humor only built on the validity of the points he made in cultivating a deep understanding of your clients' businesses and the profits the efforts produce. As an agency, we don't use Salesforce, so his references to the platform don't mean much to me. But I still recommend the book to any business strategist who's looking to get a better financial return out of their customer relationships.
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Format: Paperback
Account Planning is a dry topic to be sure - but Donal Daly has worked some magic to make this read, dare I say, a page turner.
I immediately wanted more after reading the "praises". An impressive and diverse group of industry leaders.
He combines humor with account planning strategy, and clever musical references and real life account planning successes. Although I'm well into my Q1, this book has provided me with a best practice account planning framework to deploy now. Thanks for writing this!
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Format: Kindle Edition Verified Purchase
I've been hearing about Target Account Selling (TAS) for years so it was fun to learn more about its origins. Visualizing this as a native set of objects that seamlessly integrates into Salesforce CRM is a thing of beauty. Dealmaker is great software built on a solid strategic account planning methodology. The book is not constrained by the software screenshots, it's more of a springboard for the highest catalytic assessment of bringing growth into the biggest enterprise accounts. Written by an engineer and CEO, it's a uniquely informed perspective on how to unify a single view of accounts, portfolio based or with many business units. When you're marshaling supporting resources and leading from within a large account team, turning your account plan into a living, breathing document that you can execute upon year round, will give you and your organization a phenomenal competitive edge.
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Format: Kindle Edition
I've been through many strategic account management training programs in the past and I have read a lot of books about it because it is important to my job. I gave this book 5 stars because is both deep in methodology and practical in how to apply that methodology. The author clearly knows his stuff and must have used these principles himself rather that just researched or studied academically. The three key principles of Research, Integrate and Focus could not be more on the money. I wish I had read this before - it would have saved me a lot of time. The practical models to segment the account and identify white space where I can sell more of my company's products has already given me some great ideas for how to bring some new ideas to my customer, be a real partner to them, and get them to spend more of their budget with me. It is also very easy to read and pretty enjoyable - which is rare for a book on this subject.
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Format: Kindle Edition Verified Purchase
This is by far the most practical book I have read about account planning ... It is not a bunch of templates, nor it is pages and pages of talk with no walk . I learned a lot and I quoted the book in my blog more than once
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Format: Kindle Edition Verified Purchase
Great ideas, but not sure how practical implementing these ideas might be without some of the offerings of TAS. While the book offered some great approaches for Account Management, it did at time to time, feel like I was getting marketed to.
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Format: Kindle Edition Verified Purchase
Very good book to lay out a consistent template approach to account planning. However, nothing ever goes as planned and would have been nice to see real examples and case studies from step one thru deal close
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Format: Kindle Edition
The author has clearly walked in the shoes of a sales rep, and probably a sales manager too. He knows how challenging it is to get the maximum possible revenue from an account, while also "doing the right thing" for the customer. This is a tough balance to achieve for many in Sales, and it's why so many sales reps come up short. Kudos to the author for providing not just the theories, but also practical steps and viewpoints that can help sales people do their jobs better, with less pain... and increase revenue too!

Salesforce is widely used in many organizations and is probably the best platform for forward-thinking sales teams. So focusing on how to do effective Account Planning in Salesforce makes sense (although I think that many of the lessons can be applied to non-Salesforce users as well).

He also shows how Dealmaker software, when used within Salesforce, makes it all come together. If you are serious about doing effective Account Planning, then I recommend you take these three steps: (1) Get Salesforce. (2) Get Dealmaker. (3) Get this book.
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