Account Planning

Sales operations vs revenue operations compared by scope, stage, and revenue. Which org structure fits your company and when to make the switch.

Sales enablement automation, decoded. The workflows worth automating, tools that work, and how to build a Salesforce native enablement workflow.

Honest take on Salesforce Einstein for account management. What works, what is hyped, data prerequisites, and Einstein vs Gong and Clari.

Salesforce shows contacts as a flat list. Buying committees are graphs. Compare native, AppExchange, and custom Lightning options for relationship mapping.

Three ways to run Salesforce account plans: native objects, third party apps, or external tools synced in. Pros, cons, and what actually drives adoption.

Account based selling, decoded. The 5 stages, tier 1/2/3 programs, team structure, and how to operationalize ABS in Salesforce.