More Strategy, Less Chance: Systematic and Strategic Account Planning for Sales Teams

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Imagine if your salespeople knew exactly which customers to target, when and how, thanks to AI. Instead of just reacting to customer requests, they could proactively address their customers' needs even before they change. With AI-powered sales intelligence, the sales process is no longer left to chance. With targeted data analysis and precise, specific recommendations for action, your teams will be empowered to identify the best opportunities and seize the ideal time to make contact. The days of reactive selling could soon be a thing of the past.

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Three ways to increase sales productivity with AI-powered sales intelligence

McKinsey has identified the three most important factors for improving sales productivity. Successful B2B sales organizations increase their productivity by

1. Creating more time for customer-facing activities
2. Prioritizing the most valuable opportunities
3. Developing talent and scaling best practices

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(1) Creating more time for customer-facing activities

Freeing up time for proactive work

Although sales and marketing automation technologies are widely used, field sales representatives still spend two-thirds of their time on tasks that do not directly serve sales, while the rest is lost on administrative tasks such as preparing quotations, preparing for customer visits and processing complaints. By using AI and automation, wholesalers can significantly reduce the workload of their sales teams and gain valuable time, enabling sales representatives to focus more on customer contact and strategic sales opportunities.

Relieve the burden on internal sales staff and enable proactive work

It is often difficult for internal sales staff to be proactive because they spend most of their time on administrative tasks. Plato takes over a large part of these routine activities through automation, enabling valuable time to be gained for direct customer contact. In addition, Plato offers targeted recommendations for shopping cart complementation, accessories and alternative products. These suggestions make it easier for the back office to draw customers' attention to useful additional products or cheaper alternatives, without having to search for suitable offers for a long time. In this way, Plato helps back office employees to create added value and play a more proactive role in sales.

Relieve the burden on field staff and increase productivity

Field representatives are already proactive in their customer interactions, but administrative tasks such as preparing for and following up on appointments significantly reduce their productivity. This is precisely where Plato comes in: the software automates many of these routine tasks, freeing up valuable time for strategic customer visits. With targeted AI recommendations on cross-selling potential, complementary products and alternatives, Plato helps field representatives address customer needs in an even more targeted way. Field representatives can thus organize their visits more efficiently and respond more quickly to individual requirements – which not only increases their productivity, but also boosts sales per customer contact.

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(2) Prioritize the most valuable sales opportunities

Free account management from coincidence

Most salespeople manage dozens, sometimes hundreds, of accounts that vary significantly in segment needs, product needs, and purchase volume. Keeping track of each of these companies is almost impossible. Opportunities are lost and sales become a chaotic process.

A successful sales approach goes beyond the customer's name and requires in-depth insight into the customer's goals, priorities, and challenges. Otherwise, it remains “sales based on gut feeling,” without strategic focus.

The value of advanced analytics

A McKinsey study shows that companies that analyze customer data extensively increase profits by 126 percent more than competitors who do not. The effect on revenue and revenue growth is even greater: companies that make extensive use of advanced analytics see 131 percent higher increases in revenue and 186 percent higher revenue growth compared to competitors.

Advanced analytics offers a wide range of benefits, but where sales leaders outpace their competition is in their ability to make better decisions, manage accounts efficiently, and identify sales and deal opportunities. The use of these analytics is increasingly shifting from a historical view to a more predictive one, supported by artificial intelligence.

Strategic prioritization through segmentation

Successful companies with high growth identify and prioritize accounts with high potential by using advanced data analysis to address the most profitable customer segments. By providing sales teams with insights into spending behavior, customer-specific priorities, and growth potential, they can focus their energy on the accounts that are most valuable. This data-based segmentation ensures a systematic approach and makes account planning more strategic and proactive.

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(3) Develop talent in a targeted way and scale best practices

Use AI-based recommendations as a knowledge base

AI-powered recommendations provide sales representatives with a central source of the best approaches and strategies in the sales process. These recommendations are based on an intelligent analysis of sales data and experiences and function like an internal network that is continuously optimized. Sales teams can draw on the collective knowledge of the entire organization and receive targeted recommendations on the best sales strategies.

Sales engagement tools and the “next best action”

With AI-based recommendations as a knowledge base, sales representatives always have access to the most effective sales plays that fit current customer needs and are continuously improved. Sales engagement software helps to document successful approaches from the best employees and translate them into repeatable processes. These tools enable teams to use the “next best action” for greater effectiveness and efficiency. The best sales approaches are scaled and made accessible to all employees.

Fast onboarding of new employees through AI support

AI-based recommendations not only make the day-to-day work of experienced sales representatives easier, but also support the fast and effective onboarding of new team members. With instant access to proven “sales plays” and strategies, new employees can act proactively from the start, without extensive training or years of experience. The AI-powered knowledge base offers them clear recommendations for action for every customer situation, enabling them to act confidently and purposefully, and to integrate into the team more quickly.

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Turn reactive sales into a proactive success strategy

In a highly competitive wholesale market, AI-powered sales software gives sales teams a decisive advantage. By empowering salespeople with targeted insights and AI recommendations at every customer interaction, AI recommendations turn unused data into revenue-generating actions. With AI-powered recommendations, your sales will be more proactive, your customer retention stronger, and your deals more valuable.

Contact us at benedikt.nolte@platoapp.ai to evaluate your specific situation in terms of AI solutions. We welcome criticism and suggestions on the topic and look forward to working with you to shape the future of wholesale.

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