Account Planning Made Autonomous: How Aviso Boosts AE Productivity with AI Workflows
Aug 5, 2024
In a revealing Gartner study, nearly 70% of business leaders fail due to ineffective account management. The statistics are staggering, but the reasons are clear: technology is tripping sales teams up. Existing account planning software feels archaic—clunky and overwhelming. Instead of being a help, it creates more roadblocks: low adoption rates, errors in updates, and an alarming lack of engagement visibility. How can leaders drive revenue if they can’t see the road ahead?
The sales landscape is evolving rapidly as we approach 2024. Traditional strategies aren’t cutting it anymore—rising customer acquisition costs and elongating sales cycles are symptoms of a bigger problem. Higher quotas and top-tier hires are quick fixes, not solutions. The call for a more disciplined, process-oriented approach is growing louder by the day.
Relying on spreadsheets and static data? That's a relic of the past. Even modern tools fall short of simplifying the burden.
Enter Aviso, with Account Planning Workflow powered by Generative AI. This innovation automates account plan creation, liberating your team from monotony so they can focus on what truly matters: selling.
Why Choose Aviso's Account Planning AI Workflows?
Aviso's AI workflow enhances account plan management by synthesizing diverse data sources, including news feeds, earnings calls, CRM systems, and customer interaction logs, to create comprehensive profiles of customers' business needs, strategic objectives, and financial changes.
This data shapes actionable plans with clear objectives and tasks. CRM integration provides a real-time view, enabling data-driven adjustments.
The process concludes with fine-tuning through stakeholder collaboration and insights, ensuring plans align with market conditions and client needs.
How it Works
Simply put, the AE must input the target company name, and the AI workflow automatically gathers account details. See the steps below that AI follows -
Data Integration: Utilizes public and private company data through Small Selective Models for deeper insights.
Insight Generation: Summarizes relevant news, analyzes earnings calls for strategic needs, explores 10-K reports for opportunities and risks, and reviews past engagement insights.
Value Alignment: Constructs a Value Pyramid that aligns research findings with your product's value propositions.
Plan Creation: Automatically generates a detailed Account Plan using customized templates tailored to specific account details.
Comprehensive Insights: This solution offers extensive information on a company’s history, strategic initiatives, competitive landscape, and key partnerships, aligning sales strategies with overall company goals.
AI Account Planning Workflows can be seen in action in the gif below:
Read on to deeply understand how AI functions in the backend to create an account plan.
1. News Feed:
Sales reps often scramble across multiple sources to gather the latest news on their target accounts; a delay in this process can lead to missed opportunities and poorly timed engagements.
Aviso's News Feed feature addresses this by delivering precise insights on critical developments such as new product launches, leadership changes, corporate acquisitions, and strategic partnerships.
With this targeted intelligence, sales teams can fine-tune their engagement strategies, prioritize their outreach, and swiftly respond to new opportunities and risks, ensuring their efforts always align with the latest market and account-specific dynamics.
2. Earnings Call Analysis:
Sales reps can find it challenging to gather detailed insights into a target account's financial health and strategic priorities, leading to uninformed solution pitching. The issue with earnings calls is their extensive content, which can be overwhelming, including 10,000+ word transcripts, approximately one-hour-long videos, and dozens of complex tables and charts.
Aviso's Earnings Call Analysis feature addresses this by providing in-depth evaluations of a target account's financial performance, focusing on sales trends, profitability, cost management, technology initiatives, and market positioning.
With this precise analysis, sales teams can align their strategies with the account's current needs and plans, enhancing the relevance and impact of their sales efforts while uncovering new opportunities and navigating competitive landscapes more effectively.
3. 10-K Report Insights:
Aviso employs AI to analyze increasingly voluminous 10-K reports, extracting concise summaries that spotlight crucial insights such as financial health, risk factors, and strategic shifts.
This capability allows sales representatives to align their pitches more closely with the prospect's growth trajectories and challenges, enhancing the effectiveness of sales strategies.
The integration of MIKI, the GenAI Chief of Staff, further boosts productivity by delivering rapid insights on key data points like acquisitions and revenue trends, thus improving sales preparedness and engagement.
4. Email Summary:
Sales reps often lose valuable time sifting through extensive email threads for key insights. Aviso’s AI Workflow analyzes past email communications to pinpoint critical moments, potential challenges, and stakeholder engagement levels.
It identifies proactive efforts, such as proposal reviews and constructive feedback, and flags objections like pricing concerns. Aviso tracks interactions, measuring the number of meetings and emails with key stakeholders like CEOs and CFOs.
Additionally, it evaluates next-step recommendations from emails, gathering context to build detailed account plans. This precise analysis leads to actionable strategies for finalizing proposals, nurturing partnerships, and aligning sales tactics with client goals, ensuring sales reps can efficiently address issues, overcome obstacles, and continuously improve their approach.
5. Call Insights:
Sales reps struggle to capture critical client feedback from calls, leading to missed insights that can improve engagement strategies.
Aviso's Call Insights feature solves this by analyzing call transcripts between sales teams and account representatives, providing a layer of qualitative data.
This detailed analysis helps sales reps understand the client’s immediate reactions and direct feedback on specific issues, offering a real-time pulse on the account's health and expectations. This targeted approach enables more effective and informed sales strategies.
6. Value Pyramid:
Sales representatives often grapple with efficiently mapping complex customer landscapes to deliver targeted solutions swiftly.
The Aviso AI Value Pyramid specifically addresses this by segmenting customer needs into Operational, Tactical, and Strategic tiers, empowering reps to swiftly identify and address the nuances of each account.
This methodical approach not only speeds up the strategic alignment process but also enhances the precision of solutions offered, directly tackling the core challenges faced by sales teams in high-stakes account planning.
Conclusion
The future of account planning demands more than incremental improvements—it requires a leap forward. Aviso’s AI-enhanced Account Planning Workflows synthesize critical information from news, financial reports, and direct communications. What you get is not just a plan but a precise, actionable strategy that brings clarity and direction to your sales efforts.
Don’t let outdated methods hold your team back. Diver how Aviso can streamline your account management process and supercharge your sales outcomes. Book a demo today.
