Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? What Is Account Planning? Strategic Account Planning. What Should a Key Account Plan Include? How to Do Account Planning? Back to blog.

Account Planning 52

Account Planning Account Development Management Account Management 52

Arpedio

JANUARY 5, 2024

In the dynamic terrain of sales, forging a path to success is an intricate dance of strategy, customer insight, and relentless pursuit of growth. Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Luminas Strategy

OCTOBER 2, 2022

They developed a plan that covered their top accounts and a handful of strategic prospects and followed it consistently. What they undertook wasn’t a typical account planning process that any sales leader can recite by memory. It had nothing to do with the plan components or the plan process.

Account Planning 52

Account Planning Energy and Utilities Manufacturing Decision-making 52

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. As a supplier, if you want to sell to procurement, you really need to understand things like the buying process, supplier management, supply chains, decision making and more.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

DemandFarm

MARCH 31, 2025

Where are the unstructured insightsthe informal conversations, strategic signals, and competitive shifts that influence decision-making? Who are the true economic decision-makers driving strategic purchasing decisions? All decision-makers reside within the same CRM instance. The reality is far more complex.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Miller Heiman Group

JANUARY 31, 2019

On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. This is understandable: No one wants to lose an account altogether by taking a risk attempting to upsell and then making a fatal mistake if it doesn’t go well.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

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

Cosawi

JANUARY 24, 2025

Think about your own company: how is your marketing integrated with your strategic account planning and work? With evolving skillsets required for KAMs and the complexity of customer needs, Marketing must step up as a co-orchestrator of the account strategy, leveraging insights, foresight, and data to support solution creation.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

SBI

OCTOBER 9, 2018

I’ll be honest here, I didn’t do enough of the right training to make this challenge easier. I could try to make excuses but the reality is that I have to take responsibility for this, more training would have helped. Sharpen the saw. This made things harder and added a lot of time to my ride on that day.

Account Strategy 55

Account Strategy Account Planning Suppliers B2B 55

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.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

ProlifIQ

JUNE 21, 2023

This alignment helps in driving sustainable growth and ensuring the overall success of the strategic account management program. Account plans are instrumental in managing and retaining strategic accounts. Stakeholder mapping plays a vital role in strategic account management.

Account Management 52

Account Management Management Account Planning Stakeholders 52

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. Making sense of this data and feeding it to the users on a periodic basis is time-consuming. How do you keep track of all of this data?

Account Management 52

Account Management Digitalization Management 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. Make sure you have clear measures for the customer, but also your team!

Account Management 52

Account Management Management Account Planning Key Account Management 52

SBI

APRIL 4, 2018

Sales managers use the output from the tools to shift the emphasis of their interventions towards coaching, and business leaders have detailed data at their fingertips to inform decision making. For many companies the lack of forecast accuracy is hampered by low predictability and consistency in their pipeline decisions.

B2B 20

B2B Sales Decision-making Account Planning 20

Cosawi

FEBRUARY 27, 2023

As part of our customer buying journey mapping work, we have delved deeper not only into where the customer is headed, but what their state or mindset is at each given step as they progress on their decision making. At another point, decision remorse may be setting in. awareness marketing”) packaged as account-based marketing.

Marketing 52

Marketing Suppliers Account Planning Investors 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

We often hear of sales managers tracking how many calls a salesperson makes without making a distinction between the type of calls being made. Prospecting calls, providing samples or demos, and presenting solutions to decision-makers are all examples. This will make coaching conversations much more efficient and effective.

Sales 97

Sales Sales Leadership Leadership CRM 97

Arpedio

JANUARY 11, 2023

Let’s break it down: So, account management is the process of providing your customers with the best service, support and show opportunities for improvement. The practice involves managing relationships with customers and clients, and keeping them happy by making sure that their needs are met. What Does an Account Manager Do?

Account Management 52

Account Management Management Key Account Management B2B 52

DemandFarm

MAY 12, 2023

When these are executed together it results in business success in international markets: Account segmentation: Identify and prioritize key accounts based on criteria like revenue potential, strategic importance and growth opportunities. As you make progress, regularly update and adjust your strategies.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

Cosawi

DECEMBER 28, 2021

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

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. With more decision makers at the table and longer sales cycles, obtainable milestones prevent sales teams from feeling overwhelmed.

Account Planning 23

Account Planning Key Account Management Account Management Sales 23

Arpedio

MARCH 26, 2024

Importance of Pre-Sales Strategy in Driving Business Success The pre-sales phase is where the groundwork for successful sales transactions is laid. It is the crucial period during which potential leads are identified, qualified, and nurtured before they are ready to make a purchasing decision.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Business Reviews in a Key Account Management context. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Hubspot Sales

MAY 19, 2020

In fact, equipped with the right approach, marketing and sales teams can pick their accounts together in as little as an hour. Picking the wrong targets will make it hard for sales and marketing to align and will lead to poor financial results. Identify accounts that will add credibility to your brand. The best part?

Decision-making 119

Decision-making Management Acquisition Value Proposition 119

Jermaine Edwards

NOVEMBER 25, 2021

A lot has changed in those five years from new strategies and technologies, to of course the pandemic that completely changed the way we engage and serve our customers. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Decision-making Shareholders 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

Economic pressures and AI disruption are reshaping sales strategies, forcing organizations to rethink how they generate revenue. Winning new business and expanding existing accounts is more challenging than ever, making it crucial for sales teams to prioritize the right accounts instead of casting a wide net.

Account Planning 52

Account Planning Prioritization Leadership Decision-making 52

DemandFarm

FEBRUARY 26, 2025

AI is poised to rewrite the very foundation of intelligence in account management. It will amplify human decision-making, spot patterns beyond human perception, and eliminate the blind spots that intuition alone could never fully overcome. 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 is poised to rewrite the very foundation of intelligence in account management. It will amplify human decision-making, spot patterns beyond human perception, and eliminate the blind spots that intuition alone could never fully overcome. 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 is poised to rewrite the very foundation of intelligence in account management. It will amplify human decision-making, spot patterns beyond human perception, and eliminate the blind spots that intuition alone could never fully overcome. A living strategy framework that can replace outdated, static account plans.

Key Account Management 52

Key Account Management Account Management Management Account Planning 52