What's your favorite territory management tool?

What does everyone use for territory/account management tools. I do NOT mean opportunity management like salesforce.com. I only cover 10 large enterprise accounts, but I struggle to keep good records of all the customer interactions, the status updates on the projects we're doing, the customer outreach and pipeline generation, etc... Curious if anyone has ever found a good system? Thanks in advance

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      Profile picture of Katie Ray
      ( 10.4k POINTS )
      4 days, 2 hours ago

      I really like to use Outreach, Salesforce, and a good ol fashion Excel Sheet. I think it’s all about staying organized and constantly updating your notes. If you have
      SDFC, try to make sure that you are taking updated notes and keeping track of the conversations and keeping relevant tasks. You can also build really helpful reports that will be good to stay organized, too!

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        Profile picture of Coldsteele1969
        ( 490 POINTS )
        4 days, 1 hour ago

        Thank you for the reply Katie. I really want to use SFDC because of course that’s the place of record. However, it’s horrible for getting a big picture of everything that’s happening in a territory. I’m thinking of trying Asana because it’s an approved cloud tool we can store corporate data. But it’s task oriented. Just checking what the community thinks.. thank you.

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      Profile picture of Michelle Choe
      ( 260 POINTS )
      3 days, 23 hours ago

      You should look at OneShot!!!

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      Profile picture of gtmgeek
      ( 180 POINTS )
      3 days, 22 hours ago

      Without knowinghow complicated your planning is and how big your sales team is I would say check out http://www.fullcast.io, its the only platform that allows teams to manage territory /account ownership issues and keeps it all in sync with salesforce.

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      Profile picture of Devin Yang
      ( 400 POINTS )
      3 days, 19 hours ago

      Sounds like you’re looking for customer data platform (CDP), which pulls data from multiple sources and provides reports. I use a tool called Acho Studio. It almost works like Excel, but it doesn’t connect with all the marketing apps. You’d probably ask them if they support the systems you want to connect with.

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      Profile picture of Jen Ferguson
      ( 1k POINT )
      3 days, 8 hours ago

      @coldsteele1969, It sounds like you are looking for an ABM Tool, that integrates with a sales engagement platform or salesforce. For large accounts, I’ve done account mapping before but I know there are solutions out there. Just never personally explored.

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      Profile picture of Jeff Ignacio
      ( 490 POINTS )
      1 day, 16 hours ago

      I’ve done this differently at EVERY company I have ever worked for. What might be helpful is to break out the core pieces and have a few design principles. Let’s start with design principles.

      1) Few tools that you have to tab out to
      2) If it can be automated, it should
      3) Well defined data points you can’t live without
      4) Accessible to you and those who need to know
      5) Brings in the freshest information possible

      Here’s how I have currently set up things for our Enterprise reps managing fewer accounts with multiple products, varying deals and pilots, and multiple stakeholders. It’s a cocktail of tools mind you.

      1) Salesforce (need to bring in all interactions such as calls, emails; all parties; opportunities; products)
      2) Work on the Account level since Opportunities are children to Accounts and accounts can chain to form hierarchies
      3) Productivity software in the form of a document editor that can pull in the data points from #1 and #2. I use Quip/Salesforce Anywhere as it allows a “Google Doc”-like interface that can pull in Salesforce data, generate kanban boards for transactional tasks, and project management tools such as Jira

      Hope that helps.

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        Profile picture of Coldsteele1969
        ( 490 POINTS )
        1 day, 15 hours ago

        Super insightful response, thank you. I think I’m going to fix this… 😉

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