Miller Heiman Group

JANUARY 31, 2019

The 2018 Buyer Preference Study underscores this point: 57.7 Being buyer-centric with existing accounts requires excellent account planning. Account planning goes beyond simply renewing existing products or a list of future products to present to the buyer. percent saying that all sellers are equal.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

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

SBI

OCTOBER 9, 2018

On the 8th September 2018 I sat on the start line for a totally awesome, yet challenging, adventure. I had been preparing for this moment since the start of 2018 and I was in the zone. Riding the length of the UK from Lands End in Cornwall to John O’Groats in Scotland. I was confident that I was ready.

Account Strategy 55

Account Strategy Account Planning Suppliers B2B 55

PandaDoc

APRIL 21, 2023

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. While it may seem like it from an altruistic perspective, treating all accounts fairly isn’t actually a viable key account strategy and doesn’t guarantee a successful relationship with your top portfolios.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52