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.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

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?

Account Management 195

Account Management Management Account Planning Decision-making 195

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.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

KAM With Passion

FEBRUARY 8, 2021

Are you in charge of a true Key Account Management initiative? A strong KAM initiative is always built on the following 3 Pillars: KAM infrastructure , Key Account Teams and Key Account Plans. A true Key Account Management initiative comes on top of your usual sales and customer management activities.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

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.

Account Management 130

Account Management Management Account Planning Organization 130

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.

Account Management 130

Account Management Business Growth Management Account Planning 130

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account Management 104

Account Management Management Stakeholders Profitability 104

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.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 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?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. What is a stakeholder? A stakeholder is either an individual, group or organisation who is impacted by the outcome of a project or relationship.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

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)

Key Account Management 130

Key Account Management Account Management Management Meetings 130

ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.

Account Planning 98

Account Planning B2B Decision-making Stakeholders 98

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Watch the video below to learn more.

Account Management 102

Account Management Management Account Planning Sales Training 102

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. A higher number of stakeholders.

Account Planning 91

Account Planning Key Account Management Account Management Decision-making 91

ProlifIQ

DECEMBER 18, 2024

Let’s talk about how to use AI in account planning. Your account plan is going to be on the right foot. A Real Example of AI in Account Planning For those without access to paid AI tools, services like ChatGPT can still provide a wealth of information at no cost.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

ProlifIQ

NOVEMBER 7, 2024

Salesforce Account Plans – Using Your CRM To Drive Strategy Salesforce account plans are a powerful feature within the Salesforce ecosystem, designed to streamline and enhance strategic account planning for B2B sales and account management professionals.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

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.

Account Management 98

Account Management Management Account Planning Co-Creation 98

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.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. GRAHAM Different stakeholders will value different things. Stakeholders value business improvement.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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.

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

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.

Account Management 52

Account Management Management Account Planning Stakeholders 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.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

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?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

Account Planning 52

Account Planning Account Management Value Proposition Decision-making 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

Account Planning 52

Account Planning Account Management Value Proposition Decision-making 52

Louise Collins Associates

JULY 20, 2017

What makes an account plan great? For me, a great account plan is something that tells the account story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles. A great account plan should present a clear story.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

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. As companies mature, digital channels for researching account planning tools also diversify.

Account Planning 52

Account Planning CRM Energy and Utilities Account Management 52

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. Try ARPEDIO's Account Planning tool.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

APRIL 29, 2024

A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. By implementing a well-defined account plan strategy, companies can ensure they are effectively targeting their key accounts and maximizing their sales potential.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

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.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

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.

Account Management 133

Account Management Sales Account Planning CRM 133

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 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.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52