On-Demand Webinar: Unfiltered take on AI in Account Planning: Meet DemandFarm’s KAM AI Top 5 People.ai alternatives
As turbulent socioeconomic factors continue to put revenue forecasts at risk, B2B organizations are looking inward to strengthen the strongest player in their arsenal – their strategic accounts. This renewed focus in the post-COVID hybrid work environment era also means an accelerated adoption of key account management (KAM) tech tools. Technology is no longer a nice-to-have to boost the performance of your strategic accounts. Without it, you’re left behind in the dynamic, collaborative sales cycles of 2024. But picking a KAM tool for your organization is no mean feat. Consulting multiple stakeholders and balancing critical parameters can be time-consuming and exhaustive. There are several robust solutions on the market – People.ai is one such tool. However, for those seeking more flexibility in terms of pricing and capabilities, we’ve curated this list of People.ai alternatives. Selection criteria for the People.ai alternatives list We’ve carefully evaluated these tools with thorough research and consideration. We’ve paid close attention to factors of critical importance in the strategic account management space, like the ease of use, customizability, 2 way sync with your CRM, and quality of support. 1. DemandFarm DemandFarm is a robust, comprehensive solution for managing your key account portfolio. Their Salesforce-native suite has products for account planning, relationship mapping, and opportunity (large deal) management. If you’re not a Salesforce user, their CRM-agnostic suite (Account Central) would be a good fit for you. The DemandFarm product suite is highly customizable, and the team practices a unique phased approach to implementation that improves tool adoption within your organization. Their value-driven account-based pricing is also a unique differentiator in this space, which incorporates the cross-functional collaborative nature of key account management. With a customer base of global organizations like HCL Tech, DHL, and Tech Mahindra, DemandFarm is one of the best, most reliable alternatives to People.ai. DemandFarm is all the things I wish SF did for account management from the start. Sean Neighbors Senior Vice President, Global Product Offerings Pros They have a 100% Salesforce-native product suite and a CRM-agnostic version – a win-win. Known for their proactive support and implementation teams DemandFarm recommends a unique multi-step phased rollout of their tools to encourage immediate adoption by the customer organization A first-in-the-market account-based pricing designed to accommodate and encourage the collaborative nature of key account management Cons Lacks multi-language support People.ai vs DF Pricing Pricing model. Unclear of the different tiers available for scaling the reach of this tool.Would love more transparency of pricing for large roll-outs to large enterprises. I use the tool a lot and it is definitely worth its price. The support is excellent, our feedback is picked up! Two-Way Sync Not able to capture the physical meetings. It has to be on the calendars for getting captured. Can there be a 2-way flow of info between People.ai and the CRM? Some of the downsides of People.ai and the ones I appreciate the least include its price factor. and that its not suited to some industries and some domain areas. Fully integrated with Salesforce to avoid duplication of work, and provide a single user experience for the GTM team! 2. Prolifiq.ai Prolifiq.ai is also a worthy alternative to People.ai. In addition to having tools for relationship mapping and account planning (CRUSH), Prolifiq.ai also has a digital content management tool (ACE). All their tools are Salesforce-native and are available through the Salesforce AppExchange platform. With a product suite that caters to the sales and sales enablement teams, Prolifiq.ai attempts to create a holistic solution for strategic account management. The bi-directional sync with Salesforce makes this an easy choice for SF users, although some reviews report that the onboarding and product training could have been better. Pros Their products are 100% Salesforce-native. They have a solution for digital content management, which is incredibly helpful for sales enablement teams. Cons The training content to use Prolifiq is somewhat confusing to track and get relevant information. Onboarding could be a little more prescriptive. Prolifiq.ai vs DemandFarm Customizability The only downside would be the “home page” only allows you to have 1 or 2 columns. The flexibility to customize sections of the tool to align with our specific business. Two-Way Sync Onboarding could be a little more prescriptive. The onboarding was smooth and aftercare has been excellent. Two-Way Sync The training content to use Prolifiq is somewhat confusing to track and get relevant information. The service is top-notch and highly personalized. Our account rep is responsive and accommodating. 3. Altify Altify is another Salesforce-native alternative to People.ai. They have solutions for relationship mapping, opportunity management, account planning, collaboration, and managing customers’ buying cycles. Upland Altify combines technology, strategy, and best practices to enhance account planning, opportunity management, as well as insight and relationship mapping natively within Salesforce. Altify guides sellers with contextual actions, insights, and coaching to build intimacy with customers, uncover new pipeline, and grow significant revenue. (maybe rephrase – make it lame) Pros 100% Salesforce-native Intuitive visuals, easy to use Cons I think having access to some types of quick on demand training videos would be helpful. Usability for very large maps (>30 contacts). Requires several account or opportunity maps instead of just one. With all things associated with Upland Software, their support is non existent. They are only meant to sell you something and then walk away. Unless you have deep technical expertise, I would not waste your time. Their updates will break your system leaving you without the ability to move forward. Altify is it is only available with Salesforce.com (SFDC). Altify vs DemandFarm Training I think having access to some types of quick on demand training videos would be helpful. The application is very easy to set-up and use. Great training and customer support. I am impressed with Allen’s training skills. Org Chart Usability Usability for very large maps (>30 contacts).Requires several account or opportunity maps instead of just one. Org chart is my favorite part of the tool. I also like the overall account profile to see at a high level
What is Challenger Sales Methodology and How Will it Work for Your Business?
58% of sales meetings aren’t important to buyers. Today’s sales reps need to drive conversations and conversions through a deeper understanding of customer challenges and solutions. Amidst various sales techniques, the Challenger Sales Methodology is known for its forward-thinking approach and proven results. This method, popularized by the book “The Challenger Sale” by Matthew Dixon and Brent Adamson, has transformed how many companies approach their sales process. In this blog, we’ll cover, What is the challenger sales model? How does the challenger sales model work? The five types of sales reps How to adopt the Challenger sales methodology Pros and cons of the Challenger sales methodology Learn more: Complete Guide on Sales Methodologies to Win Large Deals What is the challenger sales model? The Challenger Sales Methodology is built around the concept of teaching, tailoring, and taking control. Unlike traditional sales methods that focus heavily on building relationships, the Challenger approach emphasizes the importance of challenging a customer’s thinking, offering unique insights, and pushing them toward a decision. “Sales organizations can increase business by challenging customers — delivering customer interactions specifically designed to disrupt their current thinking and teach them something new. It’s not just about selling something anymore,” says Brent Adamson, Distinguished Vice President, Advisory, Gartner, and co-author of The Challenger Sale, Taking Control of the Customer Conversation According to a study by Gartner, Challengers represented nearly 40% of all high-performing sales reps in complex sales environments. Companies that have trained their reps in the Challenger method have seen considerable improvements in customer loyalty and increased sales performance. Teach for Differentiation The core idea is to teach customers something new and valuable about how they can compete more effectively. This involves a deep understanding of the customer’s business and presenting solutions that stand out from the competition. Instead of just solving problems, Challengers educate customers on new issues and opportunities they didn’t know existed through novel sales enablement processes. Tailor for Resonance Tailoring the message involves customizing the communication to resonate with various stakeholders within the customer’s organization. Challengers adjust their messaging based on the specific customer’s industry, company size, and even individual roles within the company to make it as relevant and impactful as possible. Take Control of the Sale Challengers are fearless in asserting the conversation. They take control of the sales process, confidently addressing any concerns or objections. This part of the methodology focuses on maintaining progress toward the sale, especially when discussing pricing and other potentially contentious aspects of the deal How Does the Challenger Sales Methodology Work? The Challenger Sales Model adds a layer to the traditional sales approach by adding a dynamic trio of strategies: teaching, tailoring, and taking control. This potent combination is designed to push sales engagements beyond mere transactions into strategic partnerships. Let’s look into detail at these tactics: Teaching: Unveiling New Perspectives Challengers use their knowledge to educate customers about business problems and insights they might have overlooked. For example, a sales rep in the tech industry might highlight how adopting advanced cybersecurity solutions can enhance a company’s security and reduce operational costs. According to a Gartner report, companies can experience up to a 30% reduction in IT operational costs with the right technological investments. Tailoring: Crafting Personalized Messages Tailoring involves customizing communication to resonate with different stakeholders within the customer’s organization. For instance, when discussing a new cloud computing solution, the sales rep might emphasize cost efficiency and scalability to the CFO, while highlighting ease of integration to the CTO. This tailored approach ensures that each stakeholder understands the value of the solution from their perspective, increasing overall buy-in. Taking Control: Leading the Conversation Taking control means confidently navigating the sales conversation, especially during price negotiations or when addressing objections. For instance, when a client is concerned about the cost of new equipment, a Challenger might shift the focus to the ROI and long-term savings provided by the equipment. Research from Forrester indicates that well-presented ROI data can significantly influence purchasing decisions The Five Types of Sales Reps The Challenger model identifies five types of sales representatives, each with distinct traits and approaches. Understanding these types can help organizations better deploy their sales teams and refine their strategies 1. The Hard Worker The Hard Worker consistently puts in effort and shows dedication to their tasks. They are always ready to take on extra work and strive to meet their targets. However, they may rely too much on effort alone to close deals, which can lead to burnout or missed opportunities when strategic thinking is needed. For example, a Hard Worker might make numerous cold calls daily but might not spend enough time researching the prospects beforehand. 2. The Relationship Builder The Relationship Builder excels at creating and maintaining connections with clients. They prioritize building trust and rapport, which can be beneficial in maintaining long-term relationships. However, they might lack the assertiveness needed to challenge customers effectively. For instance, a Relationship Builder might hesitate to push back on a client’s outdated practices, even if it means the client misses out on better solutions. 3. The Lone Wolf The Lone Wolf relies on their instincts and prefers to work independently. They often disregard standard procedures and protocols, which can lead to both great successes and notable failures. This type of rep might close a big deal by taking unconventional approaches, but they can also create challenges for team cohesion and consistency in sales practices. For example, a Lone Wolf might secure a major account by bypassing the usual approval process, but this could cause issues later on when the account needs to be managed within the standard framework. 4. The Problem Solver The Problem Solver focuses on resolving client issues and ensuring satisfaction. They are meticulous in addressing concerns and providing solutions. However, they might become too involved in post-sale activities. This can detract from their ability to generate new business. For example, a Problem Solver might spend significant time troubleshooting a client’s issues, potentially neglecting opportunities to pursue new leads
Why should B2B organizations adopt KAM Technology
Why should B2B organizations adopt KAM Technology With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth. Why? – Gartner research has shown that account-based upsell campaigns have increased Lifetime Value by 150%. – Studies show personalized product recommendations can increase revenue by up to 300% and conversion rate by 150% As successive good experiences compound, you move from being their vendor to a strategic partner, increasing the value of your recommendations. More businesses are following suit, taking a closer look at their key accounts to identify strategic accounts with revenue potential. As prospects go from “opportunities” to “accounts,” you realize that the strategies, processes, and activities for key account management significantly differ from those for lead management. Without a dedicated KAM solution, your melange of disparate tools and quick fixes isn’t just wasting your time, it’s eating your growth. And in today’s economic climate, you really can’t afford that.This ebook covers 1. signs that you’re CRM isn’t enough to handle your key accounts 2. when should you consider buying a dedicated KAM tool 3. what the actual impact of a KAM tool looks like on a real company It doesn’t matter where you are in your KAM journey – a beginner or a veteran – if you’re invested in maximizing revenue growth from your existing customer base, this is a must-read.
