New Tools Enable a “Smarter not Harder” Approach for Sellers to Engage, Manage and Grow Accounts
Outreach, the first and only Sales Execution Platform built for intelligent revenue workflows, announced Smart Account Plans, a single surface for sellers to see all critical aspects of their accounts and build a customized account strategy in minutes. Sales teams can now be more strategic in how they engage with their customers, enabling them to both land and grow accounts more effectively.
“Sellers need to understand their customer’s needs and goals to effectively move through the deal cycle”
The role of the seller is constantly evolving to face new market challenges including the cost of acquiring new customers, intensely scrutinized group purchases, and difficulty standing out from competition. These shifts mean more companies are taking an account-based approach to both closing new business and expanding within their existing customer base.
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“Sellers need to understand their customer’s needs and goals to effectively move through the deal cycle,” said David Ruggiero, President of GTM at Outreach. “Successful account-based sales strategies rely on shared information, constant alignment, detailed planning, and structured workflows. By adopting a strategic approach, companies can improve their prospecting efforts, lower customer acquisition costs, and maximize the value of their existing customers through thoughtful account management, which will drive ongoing business growth.”
With Smart Account Plans every member of the go-to-market team can view account activity, understand the buying committee, and collaborate with stakeholders on how to best penetrate the account — simplifying the complexities around account-based selling and account management. This unified, automated approach allows teams to coordinate their efforts and engage with different buying stakeholders strategically.
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In Steve Silver’s Forrester blog, Shift From Manual To Automated Account Planning To Deliver Results (Nov. 13, 2023), he says, “Despite the obvious benefits, rep adoption of account planning remains low due to the high level of manual effort that many account planning programs require. Building an account plan in a document, spreadsheet, or slide is not a scalable or sustainable approach. A manual account plan is static, challenging to maintain, and difficult to collaborate on — either internally or with customers and partners.”
One of the most exciting new features in Smart Account Plans is Smart Account Assist, which combines an AI-generated summary of recent account activities with a Q&A chat to answer critical questions such as “What are the next steps?” and “What are the potential risks on my account?” Smart Account Assist delivers comprehensive insights tailored to individual account needs, and empowers sellers and managers by automatically pinpointing risks, determining next steps, and ramping newly assigned account reps up faster.
Generally available for customers today, sellers with Outreach Smart Account Plans can penetrate more target accounts by crafting compelling business cases, understanding the buying committee, and reaching out within their existing workflow. The result is a smarter, not harder, approach towards achieving the next win.