New Book Shows Salesforce Customers How to Unlock Revenue
“Account Planning in Salesforce: Unlock revenue from big customers to turn
them into BIGGER customers” teaches the three secrets to maximize revenue
SEATTLE -- April 03, 2013
The TAS Group, the world leader in intelligent sales performance automation
today announced the release of “Account Planning in Salesforce,” the blueprint
for Salesforce customers to maximize revenue from their current customers.
Written by The TAS Group CEO, Donal Daly, Account Planning in Salesforce
reveals core principles that combine proven sales methodology with software to
get closer to customers and maximize revenue.
“Following the principles in this book will increase revenue by 41% on
average,” said Donal Daly, Founder and CEO of The TAS Group and author of
Account Planning in Salesforce. “This is Account Planning that works – because
it is fully integrated with Salesforce CRM. There has never been a time where
customer focus has been more important. As broad marketing becomes irrelevant,
sales professionals need to treat their current customers as their
marketplace; consider what the marketplace needs and then deliver true value.”
Matthew Dixon, co-author of The Challenger Sale, said, “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 sales people later and later in the purchase decision.”
According to Daly, “More than half of the sales professionals we’ve spoken to
acknowledge that they are not maximizing revenue in their accounts. Sales reps
are leaving money on the table and they are not serving their customers well.
This book, based on interactions with hundreds of sellers and their customers,
describes how high-performing rockstar sales reps are successful at maximizing
value in their strategic accounts, both for themselves and for their
Dixon continues, “As Donal demonstrates, there are no short-cuts to getting
this right. Account Planning is required reading for those of us who want to
keep selling and avoid the trap of order-taking.”
Daly will conduct a webinar to share the insights from his book on April 23,
2013. More information is available at
The book has received praise from a number of industry experts including Ron
Huddleston, Senior Vice President, ISV & Channel, salesforce.com: “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 partners are leveraging the power of the Salesforce Platform to provide
customers with the right tools to accelerate their success in the cloud.”
Matthew L. Cox, Senior Director, Sales Strategy and Operations,
Hewlett-Packard, said the book is "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.”
Account Planning in Salesforce is available through a number of online book
sellers including Amazon, Barnes & Noble, Apple iBooks and Sony Reader. All
profits will be donated to WITNESS, an international nonprofit organization
dedicated to exposing human rights abuses through video and storytelling.
Learn more at http://www.witness.org.
About The TAS Group
The TAS Group helps sales professionals sell smarter and manage better using
Dealmaker intelligent software and proven sales methodology. Dealmaker sales
performance automation software drives revenue growth for businesses
worldwide, including market leaders such as Hewlett-Packard, Autodessk, Xerox,
International Turnkey Systems and Alcatel Lucent.
Dealmaker delivers real-time opportunity and account management, intelligent
deal coaching, accurate sales forecasts, smart playbooks, self-paced learning,
and predictive analytics, resulting in measurable sales growth. According to
the Aberdeen Group, customers of The TAS Group realize 21 percent greater
attainment of sales quotas.
The TAS Group is based in Seattle with offices in Atlanta, Dublin and Reading
For additional information visit http://www.thetasgroup.com.
The TAS Group
Suzanne Rabauer, 866-570-3836
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