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Plan, Plan, Plan for Every Account
1.
Plan, Plan, Plan
for Every Account Heather Durden, salesforce.com Tom Jordan, Endeca Jeff Guillot, Hoover’s Track: Sales Executives
2.
3.
Heather Durden DIRECTOR
of PRODUCT MARKETING [email_address]
4.
5.
6.
7.
TOM JORDAN SR
MANAGER, BUSINESS OPERATIONS [email_address]
8.
9.
10.
11.
12.
“ No plan
survives contact with the enemy.” Field Marshal Helmut Von Moltke
13.
14.
15.
Data Enrichment
16.
Prospecting
17.
News
18.
19.
iProfile – Stored
as Attachments
20.
21.
22.
Application Tab
23.
Customer Navigator
24.
25.
26.
JEFF GUILLOT EVP,
Product & Technology [email_address]
27.
28.
29.
30.
31.
32.
Account Planning -
IDENTIFY Identify Contacts Identify Companies Identify Networks
33.
34.
Account Planning -
PRIORITIZE Prioritize Customer Need Prioritize Sales Potential Prioritize Sales Activity
35.
36.
Account Planning -
MEASURE IDENTIFY and Import Similar Prospects MEASURE Operational Sales Metrics PRIORITIZE Using Tactical and Strategic Metrics
37.
38.
QUESTION & ANSWER
SESSION Tom Jordan Sr. Manager, Business Operations Jeff Guillot EVP, Product & Technology
39.