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Account Management Account Planning Customer Success 
Strategic Account Management Association
FEBRUARY 3, 2022
And second, while no one is immune to these challenges, the strategic account planning approaches that drive success today aren’t unique to any particular industry or business size. But how, exactly, we do that—how we build account planning motions that drive real wins—rests on the twin pillars of people and problems.
400 
Brooks Group
JANUARY 9, 2025
Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.
Upland
JANUARY 29, 2024
Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. Why account planning is essential to boost sales productivity Account planning is the process of mapping out key aspects of a potential customer or account.
195 
Upland
JULY 9, 2020
Instead, think about sales optimization strategy and account based strategy in order to align sales processes to customer journeys and help your customers capture value in every interaction. To do so, you’ll need to: Develop account management and portfolio plans.
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.
DemandFarm
APRIL 4, 2025
See how DemandFarm is redefining account planning in the era of AI, and finally making it possible for key account management teams to focus on selling.
KAM With Passion
OCTOBER 7, 2020
The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Account Management: A necessity for all organisations. We define Account Management (AM) as the set of methods, processes and practices to manage existing customers.
Account Manager Tips
JULY 27, 2020
Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. I’m excited to share my conversation with Calin Muresan , Existing Business Manager, at Netguru. 03:34 The best thing about account management.
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? Key Account Management is not an extension of sales.
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.
Upland
APRIL 26, 2022
Altify’s Spring ’22 release introduces Altify Account Plan: a long-awaited capability that’s included for all Account Manager customers. With Altify Account Plan, sellers can start building pipelines faster by working directly at the account level in Salesforce to understand people, problems, and potential.
Upland
DECEMBER 6, 2021
This is especially true for sellers with a wide portfolio of complex enterprise customers and B2B opportunities to look after. This way, teams can collaborate more efficiently to refine account plans and win opportunities. Altify’s Google Docs integration is included for all Opportunity Manager and Account Manager customers.
195 
Upland
DECEMBER 14, 2021
In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related. Slack integration is included for Altify Account Manager and Opportunity Manager customers. However, customers do need to bring their own Slack licenses.
195 
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. Back End Administration. White Space.
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.
Arpedio
JANUARY 5, 2024
At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.
Arpedio
DECEMBER 19, 2023
The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!
Engage Selling
NOVEMBER 29, 2019
I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More »
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. It shifts the focus from individual departmental objectives to collective success.
KAM With Passion
NOVEMBER 11, 2020
To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Business Reviews in an Account Management context.
ProlifIQ
JUNE 21, 2023
The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?
DemandFarm
AUGUST 31, 2023
In the business world, customer success management is no longer an afterthought; it’s a necessity. Consensus across research confirms: retaining existing customers costs 5 to 25 times less than acquiring new ones. Success lies in a tailored, strategic approach to customer success management.
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.
ProlifIQ
JUNE 21, 2023
Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.
Brooks Group
OCTOBER 14, 2024
By thoroughly understanding the customer’s situation, sales professionals can offer more relevant and effective solutions. This increases the likelihood of customer success and satisfaction. Here are nine selling skills to enhance customer retention and loyalty: 1.
DemandFarm
APRIL 18, 2023
A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. When a lot of tools are used to keep track of your accounts, you will often operate in silos within your ecosystem.
Arpedio
DECEMBER 19, 2023
The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!
DemandFarm
APRIL 13, 2023
KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.
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.
DemandFarm
JUNE 2, 2023
Maximizing Customer Retention with Key Account Management Looking for valuable insights into growing your existing customer base? In episode #9 of The Shift Podcast Dr. Karthik Nagendra speaks to Sherrod Patching, VP CSM at Gitlab to delve into customer retention trends, strategies, challenges, and much more.
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.
DemandFarm
MARCH 31, 2023
With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.
ProlifIQ
FEBRUARY 27, 2023
If you want to run a successful B2B business, it should be focused on acquiring large customers and growing the number of users or products inside those key accounts. This is typically done through something called key account management. What is Key Account Management (KAM)?
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. Account Planner) DemandFarm provides strategic insights beyond static org charts. Top Org Chart Tools for HubSpot in 2025 Lets dive into the top tools.
40 
Arpedio
JUNE 20, 2023
Client Case study Rethinking Customer Success and Sales: A Collaborative Powerhouse in the SaaS industry Download full case study About The Case Study Due to pre-IPO considerations, the following case study has been anonymized to protect the identity of the company involved.
Revegy
JULY 17, 2018
Are your account plans helping your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients. 4) Align Your Approach to Your Customer’s Goals with Strategy Maps.
Revegy
AUGUST 12, 2020
If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. To keep your goals on track and to uncover new opportunities, focus on establishing a customer-centric strategy.
ProlifIQ
FEBRUARY 8, 2023
QBRs and Salespeople: The Key to True Customer Success and Growth There are certain truths to life that cannot be disputed. A quarterly business review is typically an event that takes place over the span of a few days to a week where sellers and a customer success manager come together to align on all of their key accounts.
ProlifIQ
APRIL 21, 2023
Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success.
SBI
JULY 1, 2020
Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Collaborate Beyond Sales.
Arpedio
JANUARY 14, 2021
Download your "digital sales and account management coach" now. ? Interested in how to become even more successful in your strategic account planning and complex sales? Download the article “ Your digital sales and account management coach ” for free and learn more. Kallestrup, VP Customer Success. +45
Arpedio
SEPTEMBER 22, 2022
ARPEDIO Account Planning & Relationship Mapping. ? Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges: The powerpoints they used for their account planning was out of date almost before it was finalized.
Arpedio
SEPTEMBER 22, 2022
ARPEDIO Account Planning & Relationship Mapping. ? Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges: The powerpoints they used for their account planning was out of date almost before it was finalized.
DemandFarm
APRIL 1, 2025
This means that for key account managers and sales teams, this means an org chart tool for Salesforce is no longer a nice-to-have its essential. Imagine trying to manage a Fortune 500 account without a visual of whos who its like flying blind. This leads to better account penetration and fewer blind spots.
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