- Title: Account Planning in Salesforce
- Author: Donal Daly
- Released: 2013-03-13
- Pages: 220
- ISBN: 1781190879
- ISBN13: 978-1781190876
- ASIN: 1781190879
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.