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Evalueserve key account planning final

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Incognate Limited
Incognate Limited

A study by CSO found that sales organizations with excellent strategic account planning outperformed others on key metrics like quota attainment, forecast accuracy, and developing strategic plans. Strategic account planning organizations that exceeded expectations had 76% of reps meet quota, 53% win rate on forecast deals, and only 5.3% developed strategic plans, compared to 51-58% quota attainment, 44-49% win rates, and 36.8-53.9% developing strategic plans for organizations with needs improvement or meeting expectations planning. The document proposes that Evalueserve can help sales organizations improve strategic account planning through services like industry and company research, account mapping, and identifying relationships to increase opportunities.

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Better Planning = Increased Sales CSO insights study of key account planning improve key account selection also recognized their key account plans need improvement understood they lost 51% 52% 60% A Sales Performance Optimization (SPO) study by CSO compared how well sales organizations handled strategic account planning and the impact to their overall sales performance. Providing thought- provoking quality content, insight and knowledge Excellent Strategic Account Planning Organizations outsell others Sales Performance as related to Strategic Account Planning Strategic Account Planning: Needs Improvement Strategic Account Planning: Meets Expectations Strategic Account Planning: Exceeds Expectations % of Reps making quota 51% 58% 76% Win rate of forecast deals 44% 49% 53% Development of strategic plans 53.9% 36.8% 5.3% Sect o r C O M PANY RELATIONSHIPS News Key Facts HotTopics Providing Insight Trends Thought Leadership Internal Data External Profiles TAXI Report Opportunity Report CRM CXO link Relationship Opportunity Identification Evalueserve empower you with a 360° account view News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership - Internal Data> External Profiles > TAXI Report> Opportunity Report CRM> CXO link > Relationship > Opportunity Identification - Internal Data> External Profiles > TAXI Report> Opportunity Report - Internal Data> External Profiles > TAXI Report> Opportunity Report News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership CRM> CXO link > Relationship > Opportunity IdentificationCRM> CXO link > Relationship > Opportunity Identification - Internal Data> External Profiles > TAXI Report> Opportunity Report CRM> CXO link > Relationship > Opportunity Identification Converting knowledge into profitable business? Strategic account planning is critical to winning more business, yet are you spending time to understand key accounts? Is research consuming too much precious sales and billing time? Are you leaving opportunities for the competition? Evalueserve offers a range of key account planning services providing critical industry, company, and people-related insights to drive your sales.
Informing vision; inspiring action Evalueserve specializes in combining expert knowledge with best practice, processes and leading- edge technology to give you a competitive edge. We analyze, improve and execute information-laden work streams helping you to explore and exploit information, improve your productivity, increase your effectiveness and deliver a more powerful ROI. Global Reach • 2,700 professionals • 45m hours research annually • 5 continents • 25 Languages • 40 Nationalities • Emerging Market Presence Take Action Now Improve your key account planning and increase your opportunities << You know my company better than I do >> A client of an international law firm << One magic Circle Law Firm increased production output by over 40% without raising the budget >> << A Big 4 Firm achieved 60% productivity savings across a number of sub- processes in KAP >> Nothing frustrates a client or prospect more than a lack of understanding about their industry or company. Compelling information; more lucrative opportunities Sector focus – identifying the latest news facts and key information in your target sectors to establish you as a thought leader using SNAP, our web-based newsletter application, which automates a large part of newsletter generation. Account mapping – providing vital information including company profiles, taxi reports (you read in a cab) and complete opportunity plans to help to grow your accounts. Relationships – our researchers provide stewardship services, combined with CXO Linx and your CRM that deliver timely information on key executives in your network. 1 2 3 4 65 7 Reduce impact on time Maximise your resources Segment your customers Work smarter and faster Build better client relationships Identify and engage C-level influencers Increase your win rates More profitable planning • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates Key account planning visibility Evalueserve provides powerful insight and in-depth information to drive your discussions and identify more opportunities.

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Evalueserve key account planning final

  • 1. Better Planning = Increased Sales CSO insights study of key account planning improve key account selection also recognized their key account plans need improvement understood they lost 51% 52% 60% A Sales Performance Optimization (SPO) study by CSO compared how well sales organizations handled strategic account planning and the impact to their overall sales performance. Providing thought- provoking quality content, insight and knowledge Excellent Strategic Account Planning Organizations outsell others Sales Performance as related to Strategic Account Planning Strategic Account Planning: Needs Improvement Strategic Account Planning: Meets Expectations Strategic Account Planning: Exceeds Expectations % of Reps making quota 51% 58% 76% Win rate of forecast deals 44% 49% 53% Development of strategic plans 53.9% 36.8% 5.3% Sect o r C O M PANY RELATIONSHIPS News Key Facts HotTopics Providing Insight Trends Thought Leadership Internal Data External Profiles TAXI Report Opportunity Report CRM CXO link Relationship Opportunity Identification Evalueserve empower you with a 360° account view News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership - Internal Data> External Profiles > TAXI Report> Opportunity Report CRM> CXO link > Relationship > Opportunity Identification - Internal Data> External Profiles > TAXI Report> Opportunity Report - Internal Data> External Profiles > TAXI Report> Opportunity Report News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership News> Key Facts > Hot Topics > Providing Insight > Trends > Thought Leadership CRM> CXO link > Relationship > Opportunity IdentificationCRM> CXO link > Relationship > Opportunity Identification - Internal Data> External Profiles > TAXI Report> Opportunity Report CRM> CXO link > Relationship > Opportunity Identification Converting knowledge into profitable business? Strategic account planning is critical to winning more business, yet are you spending time to understand key accounts? Is research consuming too much precious sales and billing time? Are you leaving opportunities for the competition? Evalueserve offers a range of key account planning services providing critical industry, company, and people-related insights to drive your sales.
  • 2. Informing vision; inspiring action Evalueserve specializes in combining expert knowledge with best practice, processes and leading- edge technology to give you a competitive edge. We analyze, improve and execute information-laden work streams helping you to explore and exploit information, improve your productivity, increase your effectiveness and deliver a more powerful ROI. Global Reach • 2,700 professionals • 45m hours research annually • 5 continents • 25 Languages • 40 Nationalities • Emerging Market Presence Take Action Now Improve your key account planning and increase your opportunities << You know my company better than I do >> A client of an international law firm << One magic Circle Law Firm increased production output by over 40% without raising the budget >> << A Big 4 Firm achieved 60% productivity savings across a number of sub- processes in KAP >> Nothing frustrates a client or prospect more than a lack of understanding about their industry or company. Compelling information; more lucrative opportunities Sector focus – identifying the latest news facts and key information in your target sectors to establish you as a thought leader using SNAP, our web-based newsletter application, which automates a large part of newsletter generation. Account mapping – providing vital information including company profiles, taxi reports (you read in a cab) and complete opportunity plans to help to grow your accounts. Relationships – our researchers provide stewardship services, combined with CXO Linx and your CRM that deliver timely information on key executives in your network. 1 2 3 4 65 7 Reduce impact on time Maximise your resources Segment your customers Work smarter and faster Build better client relationships Identify and engage C-level influencers Increase your win rates More profitable planning • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates • Reduce impact on time • Maximise your resources • Segment your customers • Work smarter and faster • Identify and engage C-level influencers • Build better client relationships • Increase your win rates Key account planning visibility Evalueserve provides powerful insight and in-depth information to drive your discussions and identify more opportunities.