SBI Growth

JANUARY 31, 2018

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.

Account Management 98

Account Management Management Sales Client Relationships 98

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Miller Heiman Group

JANUARY 31, 2019

The 2018 Buyer Preference Study underscores this point: 57.7 A real account plan is a living document that defines the goals of the relationship with a focus on actual value. Sales organizations with a buyer-centric account planning approach see a lift over organizations with only modest sales planning.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Jermaine Edwards

APRIL 3, 2020

According to Deloitte Global’s 2018 crisis management survey, “ Stronger, Fitter, Better: Crisis Management for the Resilient Enterprise ,” nearly 60% of respondents believe that organisations face more crises today than they did ten years ago, yet many may overestimate their capabilities to respond.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130