Hubspot Sales

MARCH 18, 2019

As professional services firm BTS points out , key account programs often lead to increased costs and lower margins. But if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships. The Benefits of Key Account Management. Account Strategy.

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Key Account Management Account Management Management Account Strategy 143

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. 1) Figure Out Who Matters with Relationship Maps.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Revegy

OCTOBER 16, 2018

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. Enterprises put key accounts… along with 55K+ other accounts… into CRM systems. appeared first on Revegy, Inc.

Key Account Management 40

Key Account Management Account Management CRM Management 40

DemandFarm

APRIL 1, 2025

An organizational chart (org chart) integrated with your CRM helps visualize all the decision-makers, influencers, and gatekeepers in one place. This visual map of relationships lets you track each stakeholders influence and sentiment, identify champions vs. detractors, and plan your account strategy accordingly.

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Key Account Management Account Management Stakeholders Account Planning 52

ProlifIQ

NOVEMBER 9, 2022

According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.” As a seller, this means you must also be consultative and understand not just your own product, but also the competitive landscape within each target account.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

ProlifIQ

OCTOBER 4, 2023

This strategy forms the foundation of your approach to managing and developing relationships with your most important accounts. Customer Segmentation One of the first steps in crafting your account strategy is customer segmentation. It lays out a detailed plan for each key account.

Account Management 52

Account Management Management Account Planning Key Account Management 52

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

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

Sales 52

Sales B2B Decision-making CRM 52

Brooks Group

DECEMBER 27, 2022

Reps could be making prospecting calls, sales calls, performing account reviews, calling to upsell/cross-sell, or simply reaching out because the contact appeared on a “Not Contacted” report within the CRM. . Do more with your CRM. Once you have a clear selling system in place, put those benchmarks as stages in your CRM.

Sales 95

Sales Sales Leadership Leadership CRM 95

SBI

APRIL 4, 2018

We help B2B companies to significantly lift sales team productivity by focusing their efforts on the activities that advance an account relationship or opportunity position. Salespeople can be over 50% more productive when building and refreshing account plans. Finally we help sales leaders to coach more effectively.

B2B 20

B2B Sales Decision-making Account Planning 20

Arpedio

MARCH 26, 2024

Let’s explore how organizations can leverage technology to streamline pre-sales processes and drive better outcomes: Utilizing Customer Relationship Management (CRM) Systems Lead Management: CRM systems allow organizations to centralize and manage leads effectively, tracking interactions, status changes, and follow-up activities.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

SBI

MAY 8, 2012

It is vital not only to identify account goals at the beginning of the year, but to re-evaluate these goals periodically (spring is a good time!). How can you alter, or refocus your sales plan accordingly to optimize your efforts? Plan2Win software helps salespeople like you develop territory and account strategies.

Account Strategy 33

Account Strategy Sales Finance Communication 33

SBI

OCTOBER 22, 2019

Maximizing revenue in your biggest accounts and identifying cross-sell and up-sell opportunities will always be the area of focus for meaningful sales transformation. Where key account management solutions are different than other sales tech is that they lift the cover on what’s happening in key accounts.

Account Planning 23

Account Planning Key Account Management Account Management Sales 23

SmartKarrot

APRIL 7, 2023

Operational account planning, including capacity planning and account segmentation. The staff should be coached, mentored, and guided in building consultative and problem-solving account skills. This covers CRM track-and-react reporting. Do buyer research to find important account growth prospects.

Customer Success 19

Customer Success Value Proposition Account Growth Acquisition 19

SmartKarrot

APRIL 7, 2023

Operational account planning, including capacity planning and account segmentation. The staff should be coached, mentored, and guided in building consultative and problem-solving account skills. This covers CRM track-and-react reporting. Do buyer research to find important account growth prospects.

Customer Success 19

Customer Success Value Proposition Account Growth Acquisition 19

Upland

MARCH 19, 2021

Increased account penetration boosts revenue. Even as account planning, cross-selling and upselling are buzzwords in professional services and other B2B industries, there is often not a great handle on how much opportunity exists in current accounts, or how the company is performing on delivering against that upside.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Hubspot Sales

MAY 19, 2020

They’d be wise to identify and target these brand-name companies with a bespoke account strategy. With this strategy, buyers can make decisions even faster because they are able to be educated by sales teams as well as branded content. Mark the companies associated with the largest active deals as target accounts.

Decision-making 119

Decision-making Management Acquisition Value Proposition 119

Jermaine Edwards

NOVEMBER 25, 2021

If you have an account planning CRM great but I’d still suggest writing it out so it’s clearer in your mind. The added benefit is getting internal buy-in early to the results of what you’re wanting to achieve with your customers.

Stakeholders 130

Stakeholders Shareholders Decision-making Key Account Management 130

ProlifIQ

FEBRUARY 27, 2025

Account Planning Tips & Challenges For Saas and HLS Traditional account planning methods slow sales teams down. We’ve got a few account planning tips: Challenge Impact on Sales Teams Scattered, Offline Tools No real-time updates, leading to outdated and conflicting info.

Account Planning 52

Account Planning Stakeholders Decision-making CRM 52

Arpedio

FEBRUARY 17, 2025

To sustain profitable growth, Sodexo recognized that it needed to combine its service excellence with a more structured, data-driven approach to account strategy. The shift to an account-based sales model enabled them to: Focus on high-value accounts while maintaining service quality.

Account Planning 52

Account Planning Prioritization Leadership Decision-making 52

DemandFarm

FEBRUARY 26, 2025

AI in account management is transforming beyond being a system of recordit is on the path to becoming an active participant in decision-making, operating at a level above traditional intelligence. Salesforce, the $340 billion titan of CRM, has made its move. A living strategy framework that can replace outdated, static account plans.

Key Account Management 52

Key Account Management Account Planning Account Management Procurement 52

DemandFarm

FEBRUARY 26, 2025

AI in account management is transforming beyond being a system of recordit is on the path to becoming an active participant in decision-making, operating at a level above traditional intelligence. Salesforce, the $340 billion titan of CRM, has made its move. A living strategy framework that can replace outdated, static account plans.

Key Account Management 52

Key Account Management Account Planning Account Management Procurement 52

DemandFarm

FEBRUARY 25, 2025

AI in account management is transforming beyond being a system of recordit is on the path to becoming an active participant in decision-making, operating at a level above traditional intelligence. Salesforce, the $340 billion titan of CRM, has made its move. A living strategy framework that can replace outdated, static account plans.

Key Account Management 52

Key Account Management Account Management Management Account Planning 52