The Center for Sales Strategy

NOVEMBER 28, 2018

More customers. Keeping customers longer. More revenue per customer. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer. Which of the following will generate the highest return?

Customer Value 77

Customer Value Account Growth Management Sales 77

Sales Readiness Group

JANUARY 5, 2022

While it might be possible to “close a sell” with a solution that doesn’t quite align, this will usually end up backfiring when the customer realizes the limitations. Respond in a Timely Manner: Customers value timely responses to their questions.

Supply Chain 62

Supply Chain Sales Account Growth Decision-making 62

Revegy

OCTOBER 16, 2018

While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth. Why CRMs Alone are not Adequate for Key Account Management. Empowers account managers to drive key account growth.

Key Account Management 40

Key Account Management Account Management CRM Management 40

Arpedio

JUNE 1, 2023

This recognition underscored the need for account managers to prioritize customer value and gain insights into individualized customer interactions, emphasizing the significance of maintaining strong relationships, linking transactions, and ensuring a superior customer experience. We need to set the example.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Arpedio

JANUARY 5, 2024

Their duties extend from strategic account planning , which involves crafting tailored solutions that resonate with the client’s specific challenges and ambitions, to actively seeking opportunities for account growth through cross-selling or upselling.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Plus, with account planning, 74 percent see increased win rates. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. They do not meet cross-selling and account growth targets. Clearly, sales organizations need to improve account planning.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SmartKarrot

SEPTEMBER 7, 2022

Work alongside the C-level sales leaders within accounts to create data-driven solutions for supercharging sales. Help to define a data-driven approach to customer success and management to drive account growth as well as employee development.

Customer Success 19

Customer Success Client Onboarding Stakeholders Onboarding 19