Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales account management strategy becomes indispensable. First, a quick primer – what is account management?

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Account Management Management Account Planning Decision-making 195

DemandFarm

NOVEMBER 22, 2024

Do you know how the top key account managers (KAMs) become the top KAMs? They don’t just respond to an account’s needs—they anticipate them, creating proactive strategies that build trust and deepen relationships. Key Focus Areas for High-Impact Account Management Teams 1.

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Key Account Management Account Management Management Stakeholders 52

DemandFarm

MARCH 31, 2025

For years, Key Account Management (KAM) has been confined within the walls of CRM systemsSalesforce, Microsoft Dynamics, and HubSpot. The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? CRMs are systems of record. A CRM is a tool.

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Key Account Management Account Management Management CRM 52

DemandFarm

OCTOBER 15, 2024

So is AI expected to eat up your Key Account Manager’s jobs as well? It depends on your Key Account Management (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. The dreaded side instils fear that it will usurp the role of the Key Account Manager.

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Key Account Management Account Management Management Decision-making 52

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

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Key Account Management Account Management Management Account Strategy 143

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Why do you need an AI Account management tool? Top AI-Powered Tools for Account Managers in 2025 1.

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Account Management Key Account Management Management Account Planning 40

Account Manager Tips

JULY 28, 2020

How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru. 07:27 Example of aligned KPIs.

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Account Management Management Account Planning Organization 130

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Account View.

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Account Management CRM Management Account Planning 98

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Such planning must include research and a decent amount of prediction.

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Account Planning Energy and Utilities Account Management CRM 98

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools. Table of Contents. (1)

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Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Global Account Management.

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Account Management Global Accounts Management Account Planning 105

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. The mindset shift from account plans to account planning is essential.

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Key Account Management Account Management Co-Creation Management 98

ProlifIQ

FEBRUARY 15, 2022

By pulling in Slack’s ability to enable teams with real-time data transfer (that goes beyond just chatting to each other from living room couches, Starbucks lobbies, or corner offices) you give Salesforce an incredibly powerful account planning capability that speeds up cycles and boosts win rates for any sales org. Here’s how.

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Account Planning Key Account Management CRM Meetings 98

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. A 30 60 90 day success plan is essential to help transition from your old job to your new one. 30 60 90 day project plan. Are you moving to account management from a different profession?

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Account Management Management Key Account Management Stakeholders 130

ProlifIQ

APRIL 8, 2021

Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . Here, we’ll talk about how an account planning strategy can help you shorten your selling cycle and close major deals even faster than before. How do you do this?

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Account Planning Key Account Management Account Management Decision-making 91

DemandFarm

MARCH 31, 2025

With an org chart tool, you can map out everyone involved and plan engagement accordingly. Its a must-have for strategic sales and account planning. It integrates seamlessly with HubSpot, enabling users to auto-generate stakeholder maps using CRM data. Its in-CRM interface ensures high adoption and fast setup.

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SalesPop

MAY 7, 2021

We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. Numerous parts of project management will be part of this tool.

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Account Management Management Innovation Account Planning 98

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

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Account Management Management Account Planning Co-Creation 98

ProlifIQ

OCTOBER 30, 2024

KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

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Key Account Management Stakeholders Account Planning Account Management 52

Revegy

JANUARY 18, 2021

How Does CRM Tackle the Relationship and What’s Missing? CRM has been around for 30 years – it started as a combination of 3 different types of technology – marketing automation, sales force automation, and customer support. However, CRM is not tackling the relationship piece as it should.

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Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Account Management.

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Account Management Sales Account Planning CRM 133

SalesPop

JULY 9, 2021

For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Yet account management still requires planning, resources, time and energy.

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Account Management CRM Management Key Account Management 52

ProlifIQ

APRIL 3, 2023

Account Planning Tools For B2B Sales Teams Is your sales team building plans in slide decks, or spreadsheets, or storing key information about your stakeholders and accounts that isn’t easy to find? Do accounts churn when 1-2 main supporters move on? One key account planning tool is multi-threading.

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Account Planning Stakeholders CRM Decision-making 52

Upland

JUNE 1, 2023

Leveraging account planning can be the best way to unlock the full effect of your land and expand strategy. The importance of a land and expand strategy: win, retain, grow Land and expand ties into core principles of account planning, account-based selling, and effective account management.

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Account Planning Sales Customer Knowledge Account Management 195

ProlifIQ

FEBRUARY 23, 2024

The State of Account Planning in 2024 2023 was a challenging year for go-to-market teams. With economic uncertainty, slowing growth, and more scrutiny on every purchase, many teams struggled to close deals and retain accounts. Win rates and customer retention are top metrics, but CRM adoption ranked high with SMBs.

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Account Planning CRM Energy and Utilities Account Management 52

DemandFarm

DECEMBER 12, 2024

There are good reasons to think 2024 has been less of a stroll and more of a high-stakes triathlon for Key Account Managers and Sales Leaders. When you thought you had mapped the relationships within a key account, another regional division probably popped up, demanding attention and alignment. You were in for nasty surprises.

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Key Account Management Account Management Stakeholders Account Planning 52

ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.

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Account Planning Value Proposition Account Management Key Account Management 52

DemandFarm

JANUARY 12, 2025

Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. How RevOps Helps in Key Account Management? Track team productivity metrics.

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Key Account Management Account Management Decision-making Prioritization 52

DemandFarm

DECEMBER 27, 2024

DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Account Profiling Helps you get a 360-degree view of your accounts, including revenue streams, stakeholder hierarchies, and business units. Heres how DemandFarm works: 1.

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Key Account Management Stakeholders Sales Account Planning 52

Arpedio

JUNE 10, 2024

Why is Customer Segmentation Important in Account Management? Effective account management hinges on building strong, long-lasting relationships with customers. Armed with this knowledge, account managers can tailor their communication, offerings, and solutions to address these specific requirements effectively.

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Account Management Management e-Learning Retail 52

Arpedio

OCTOBER 17, 2023

Account management software tools Account Management Software ← Back to blog Account management software solutions have transformed the way businesses handle their account planning and client interactions. These powerful tools offer a centralized platform that simplifies a wide range of tasks.

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Account Management Software Software Management 52

Arpedio

JANUARY 25, 2023

Successful Strategic Account Management ← Back to blog There’s no doubt about it: Strategic Account Management is the key to success in today's competitive market. But you need the right tools and processes to unlock the power of Strategic Account Management before you can watch your business soar.

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Account Management Management Account Planning Co-Creation 52

Janek Performance Group: Account Planning

JULY 25, 2023

This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts. Here, 72 percent of respondents said that account planning increased their understanding of their clients’ business. Happy customers buy more.

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Account Planning Prioritization Decision-making Organization 52

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Global Account Management.

Account Management 52

Account Management Global Accounts Management Account Planning 52

ProlifIQ

JUNE 29, 2020

Financial services and account planning go together like peanut butter and jelly, like bacon and eggs, or like a burger and fries. Here are 8 reasons financial services companies need account planning. . Financial Services Relies on Relationship Management. Org Charts. Identify Opportunities. Gain Ultimate Trust.

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Financial Services Account Planning Key Account Management Account Management 52

ProlifIQ

JUNE 29, 2020

Financial services and account planning go together like peanut butter and jelly, like bacon and eggs, or like a burger and fries. Here are 8 reasons financial services companies need account planning. . Financial Services Relies on Relationship Management. Org Charts. Identify Opportunities. Gain Ultimate Trust.

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Financial Services Account Planning Key Account Management Account Management 52

Revegy

OCTOBER 16, 2018

Why CRMs Alone are not Adequate for Key Account Management. CRMs do not capture the picture needed for a comprehensive key account management process. CRM treats all accounts the same – even though some are far more important than others.

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