DemandFarm

NOVEMBER 22, 2024

They create trust-based connections by mapping out and understanding key stakeholders, tracking team shifts, and staying updated on client organization changes. Cultural Fit: Do they understand the importance of stakeholder alignment, including champions and detractors, within each client organization?

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

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

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. How to Identify Key Accounts.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Luminas Strategy

OCTOBER 2, 2022

Like many mature organizations, most of their revenue came from a small base of strategic accounts they thought were highly penetrated. They developed a plan that covered their top accounts and a handful of strategic prospects and followed it consistently. 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

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

Account Manager Tips

OCTOBER 11, 2021

Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Commit to targets Plan activities Coordinate resources Manage risk Get results. Bad key account managers don't prepare.

Account Management 246

Account Management Key Account Management Management Suppliers 246

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

Miller Heiman Group

JANUARY 31, 2019

Being buyer-centric with existing accounts requires excellent account planning. Account planning goes beyond simply renewing existing products or a list of future products to present to the buyer. A real account plan is a living document that defines the goals of the relationship with a focus on actual value.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

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

Revegy

AUGUST 12, 2020

Account Intelligence is the Core of Customer Centricity. It is an ongoing effort that should be an integrated part of your client development and account planning strategy. Account planning is more than just a strategic exercise. Empower the entire organization to drive client success through transparency.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

ProlifIQ

JUNE 21, 2023

By focusing on these key accounts, businesses can get more return on investment and establish long-term partnerships. A successful strategic account management strategy begins with a deep understanding of the role strategic accounts play in an organization’s success.

Account Management 52

Account Management Management Account Planning 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

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. Over time, the sales tech and marketing tech landscape for most B2B organizations becomes crowded. 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

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

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. These sponsors not only provide buy-in but also actively participate in the ABM strategy.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 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

SBI

APRIL 4, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Salespeople can be over 50% more productive when building and refreshing account plans.

B2B 20

B2B Sales Decision-making Account Planning 20

Revegy

OCTOBER 16, 2018

An effective KAM platform needs to have each user seeing and feeling the value of the technology on their key account growth. CRM platforms are stuck looking back, not forward to Key Account Strategy and Growth. Turns account planning into a collaborative exercise directly involving the client.

Key Account Management 40

Key Account Management Account Management CRM Management 40

Cosawi

FEBRUARY 27, 2023

Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus. awareness marketing”) packaged as account-based marketing.

Marketing 52

Marketing Suppliers Account Planning Investors 52

SBI

FEBRUARY 25, 2018

Outside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Its Account Plan helps account managers to build, follow, and measure a key account strategy. Visit Outside In Sales.

Account Planning 26

Account Planning Account Strategy Account Management Organization 26

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

Arpedio

MARCH 26, 2024

Before diving into the intricacies of pre-sales strategy, it’s essential to grasp its definition, significance, key components, objectives, and how it differs from sales and post-sales strategies. By understanding customer pain points and objectives, organizations can tailor their offerings to deliver maximum value and relevance.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

JANUARY 11, 2023

In order to succeed in today’s B2B industry, you need to align your sales strategies to sales and buyer expectations for personalization. And this is where account management comes in. In fact, it’s particularly important for B2B organizations, as a lot of their success rests on the quality of their account management.

Account Management 52

Account Management Management Key Account Management B2B 52

SBI

OCTOBER 22, 2019

NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? MARK: When companies think about transforming their sales organizations, they need to first understand what outcomes they are seeking, where do they need to improve or accelerate.

Account Planning 23

Account Planning Key Account Management Account Management Sales 23

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

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Revegy

MAY 24, 2023

What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers.

Account Growth 52

Account Growth Account Management Management Organization 52

SmartKarrot

OCTOBER 25, 2021

Role: Director of Customer Success Location: Remote, United States Organization: SheerID As a Director of Customer Success, you will assess Customer Segmentation and make recommendations to ensure our customers’ success as well as the scalability of the customer success program at SheerID.

Customer Success 19

Customer Success Onboarding Account Planning Customer Experience 19

SmartKarrot

MAY 30, 2023

Role: Customer Success Executive Location: London, England, United Kingdom (On-site) Organization: Space32 As a Customer Success Executive, you’ll be a crucial member of our commercial team, whose primary goals are to qualify leads and convert inquiries from businesses searching for full- or part-time office space.

Customer Success 19

Customer Success Emotional Intelligence Stakeholders Negotiation 19

SmartKarrot

JANUARY 19, 2022

Role: Director of Customer Success Location: Nashville Metropolitan Area, US (Hybrid) Organization: LNCsearch As a Director of Customer Success, you will manage the workflow of the call center and ensure compliance with established benchmarks and standards. Drive customer adoption of the platform. Identify and mitigate churn risk proactively.

Customer Success 3

Customer Success Onboarding Performance Review Account Planning 3

SmartKarrot

JANUARY 21, 2022

Role: Director of Customer Success Location: Remote, United States Organization: Twingate As a Director of Customer Success, you will hire a team of talented customer success managers and leaders. Identify and nurture opportunities to expand the commercial activities within an account.

Customer Success 19

Customer Success Value Proposition Leadership Account Planning 19

SmartKarrot

NOVEMBER 17, 2022

Role: Head of Customer Success Location: Remote, United States Organization: Voxie As a Head of Customer Success, you will mentor and inspire a team of high-performing Customer Success Managers. – Create strategic plans to improve the health of these customers. Measure, track, analyze and report key account metrics.

Customer Success 19

Customer Success Account Growth Customer Experience Account Planning 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. Do buyer research to find important account growth prospects. Assemble and keep a top-performing team.

Customer Success 19

Customer Success Value Proposition Account Growth Acquisition 19

SmartKarrot

MARCH 30, 2023

Role: Senior Customer Success Manager Location: United States (Remote) Organization: Talentify.io As a Senior Customer Success Manager you’ll be focusing on a certain set of accounts and fostering and sustaining relationships with important stakeholders. Co-create new features with our internal teams.

Customer Success 19

Customer Success Advertising eCommerce Stakeholders 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. Do buyer research to find important account growth prospects. Assemble and keep a top-performing team.

Customer Success 19

Customer Success Value Proposition Account Growth Acquisition 19

SmartKarrot

MARCH 30, 2023

Role: Senior Customer Success Manager Location: United States (Remote) Organization: Talentify.io As a Senior Customer Success Manager you’ll be focusing on a certain set of accounts and fostering and sustaining relationships with important stakeholders. Co-create new features with our internal teams.

Customer Success 15

Customer Success Advertising eCommerce Stakeholders 15