ProlifIQ

MAY 14, 2021

If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously. Let’s cover some of the approaches top sales teams take when taking on high-value accounts. First, Understand the Essentials of a Strong Account Planning Strategy.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

Revegy

NOVEMBER 8, 2018

Your strategic account planning process is integral to optimizing revenue in your largest accounts. What is Strategic Account Planning? Before we dive into account planning best practices, let’s all get on the same page about account planning. Planning methodology. Infrastructure.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

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

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

Upland

APRIL 20, 2023

Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts. Through a combination of best practices, relationship mapping, and account planning, sellers and account managers can retain their status as trusted advisors, and keep the howling, lone wolves at bay.

Account Management 195

Account Management Management Account Planning Decision-making 195

ProlifIQ

MAY 14, 2021

If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously. Let’s cover some of the approaches top sales teams take when taking on high-value accounts. First, Understand the Essentials of a Strong Account Planning Strategy.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

Account Manager Tips

MARCH 23, 2021

Are they expanding through acquisition? It's exciting stuff with unlimited potential and the reason why you should look beyond volume to identify key accounts to create long-term business growth. I would add that your strategy for resourcing and working with a key account can be different. Revenue doesn’t tell the whole story.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Brooks Group

APRIL 17, 2025

Implement regular account reviews in which sellers analyze account health, identify risks, and plan growth opportunities. Shift compensation models to reward retention and growth, not just new business acquisition. Create cross-functional account teams that bring in subject-matter experts to solve customer challenges.

Supply Chain 52

Supply Chain Sales Training Sales Suppliers 52

KAM With Passion

JUNE 20, 2021

For Key Account Managers, although this representation is somewhat oversimplified, it is essentially about mastering the design and implementation of a relevant and impactful Key Account Plan and overcoming the challenges of implementation. Basic – Module 1: KAM Strategy & Methodology, Module 2: Key Account Planning.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Hubspot Sales

AUGUST 25, 2018

Here's an example highlighting the difference between results and behaviors: Desired result : New customer acquisition. Key behaviors : Developing a territory plan including a comprehensive list of prospective customers. Creating account plans that map the key decision makers and influencers. Monitor results.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Mike Kunkle

MAY 11, 2022

This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Strategic Account Management. Account Planning. Part of Strategic Account Management.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

SEPTEMBER 26, 2018

In doing so, they grow existing accounts and enjoy other benefits, including: Shorter sales cycles. Reduced acquisition costs. Strategic Account Management Planning Tools. There are many options for account planning tools and templates. Priority relationships. Greater access to decision-makers.

Account Management 104

Account Management Management Stakeholders Profitability 104

SBI

JULY 1, 2020

Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Collaborate Beyond Sales.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

SBI

JULY 25, 2019

Bigtincan Expands Tech Market Presence with Acquisition of Veelo Inc. Bigtincan , the leader in mobile, AI-powered sales enablement automation, today announced the acquisition of Veelo Inc., –(BUSINESS WIRE)- Bigtincan , the leader in mobile, AI-powered sales enablement automation, today announced the acquisition of Veelo Inc.,

Acquisition 31

Acquisition Co-Creation Marketing Account Planning 31

SBI

SEPTEMBER 5, 2019

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition. The acquisition of AsdeqLabs expands Bigtincan’s capabilities in sales enablement as well as the growing field of revenue enablement across the enterprise. It’s an honor to have this vision shared through the wider industry via this acquisition.”.

Acquisition 27

Acquisition Account Planning B2C Banking 27

Arpedio

NOVEMBER 27, 2023

Our report highlights how technology is not just a tool but a transformative force, from laying a strong foundation in the acquisition phase to ensuring continued growth and adaptability in the exit phase. Book demo #1 Account-Based Selling Platform Powerful alone. Account Management Build powerful account plans in Salesforce.

Acquisition 52

Acquisition Facilitation Account Planning Stakeholders 52

Account Management Skills

AUGUST 24, 2021

So think strategically about the customer, which can also mean that we are building account plans, for example, we’re looking at the org chart to understand who’s who are the relationship map, who’s who within the organisation. Some of that is the templates on building engagement plans or account plans.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SalesGlobe

APRIL 4, 2022

By looking at the sources of revenue retention, penetration, new customer acquisition, and the existing and planned sales pipeline, a sales organization can build the account opportunity components from the bottom up. Quotas for account managers are based on account knowledge and pipeline planning.

Account Planning 52

Account Planning Sales Account Management Innovation 52

Blue Canyon Partners

JUNE 17, 2021

After completing the Commercial Excellence Diagnostic, we identified three elements on the implementation side that were preventing new customer acquisition. The first was their sales planning. The organization had no standard customer engagement processes in place, including account or regional planning.

Value Proposition 52

Value Proposition Acquisition Profitability Suppliers 52

ProlifIQ

OCTOBER 21, 2021

You can learn a lot about a potential customer by using customer intelligence to understand: Any changes or developments within the company over the past 12 months (new hires, new products, promotions, acquisitions, layoffs, funding rounds, etc.). Any competitors they may be working with now (or have worked with in the past).

Sales 98

Sales Key Account Management Banking CRM 98

ProlifIQ

JANUARY 27, 2022

mergers, acquisitions, downsizing, expansion). That means not only talking with your contacts regularly but paying close attention to the ebbs and flows within the account that they’re revealing to you (or hinting at). . Your key account planning platform is the best place to record and analyze this customer journey data.

Account Planning 52

Account Planning Stakeholders B2B Key Account Management 52

ProlifIQ

AUGUST 17, 2023

According to Gartner, companies that prioritize customer retention and expansion can achieve up to 95% higher profits compared to those that focus solely on acquisition. Account planning will lead to new opportunities and eventually account growth.

Acquisition 52

Acquisition Customer Success Stakeholders Profitability 52

DemandFarm

MAY 9, 2024

As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth. Gartner research has shown that account-based upsell campaigns have increased Lifetime Value by 150%.

B2B 52

B2B Organization Key Account Management Acquisition 52

Janek Performance Group: Account Planning

MAY 16, 2022

When a company has the capability to grow revenue organically, from their strategic accounts, they can increase market share while lowering their client acquisition costs. Remember, sales are focused on the present, while strategic account management is focused on the future. Strategic Account Managers Are Not Sales Reps.

Account Management 52

Account Management Management Acquisition Strategic Thinking 52

DemandFarm

APRIL 13, 2023

It is used by sales and account management teams to understand how customer organizations work, identify key decision-makers, and plan their course of action. Customer Acquisition Cost (CAC) The total cost associated with acquiring a new customer, including marketing and sales expenses.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Sales Outcomes

APRIL 12, 2021

Below is an example of sales motions required to achieve desired new customer acquisition results: . Example Desired Result: Sign 25 new customers this year with an average deal size of $250K.

Sales 40

Sales CRM Acquisition Account Planning 40

SBI

SEPTEMBER 5, 2019

The acquisition brings a sophisticated yet flexible sales enablement solution to any company, of any size and expands Mediafly’s global footprint. The acquisition brings a sophisticated yet flexible sales enablement solution to any company, of any size and expands Mediafly’s global footprint. Account Planning.

Acquisition 5

Acquisition Account Planning Sales Suppliers 5

SBI

SEPTEMBER 27, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Account Planning.

Artificial Intelligence 34

Artificial Intelligence Account Planning Onboarding Profitability 34

SBI

MAY 7, 2019

Sean’s focus on customer acquisition and retention comes from a strong background of successfully scaling early-stage tech companies. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Account Planning. Account Targeting.

Account Planning 33

Account Planning Acquisition Leadership Customer Success 33

SBI

AUGUST 1, 2019

Revegy, a leading sales platform for key account planning, enables companies to visualize what’s going on inside their largest accounts by mapping people, priorities and progress. Closing the gap between CRM and sales methodology programs, Revegy provides powerful visual solutions for account, opportunity and portfolio planning.

Account Planning 34

Account Planning Account Management B2B CRM 34

SBI

MARCH 5, 2019

Acquisition of leading email verification provider further enhances accuracy of DiscoverOrg and ZoomInfo B2B intelligence platforms. Revegy today announced that its Account Planning and Opportunity Planning platforms are now available on the SAP® App Center, the digital marketplace for SAP. Account Targeting.

B2B 32

B2B Procurement Acquisition Account Planning 32

SBI

SEPTEMBER 17, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Account Planning.

Account Planning 33

Account Planning Sales CRM Sales Technology 33

SBI

JUNE 25, 2019

In 2018, Showpad acquired two technology companies to broaden its sales enablement capabilities, including the $50 million acquisition of sales training software, LearnCore , and the acquisition of meeting intelligence platform, Voicefox. Account Planning. It offers a key account planning and.

Investors 29

Investors Account Planning Banking Finance 29

SalesGlobe

APRIL 19, 2022

According to a global HBR study 70% to 90% of mergers fail to achieve the expected outcomes of the merger or acquisition, and what we know is that many of those outcomes become the responsibility of the sales organization to execute. Communications That Come Too Late. Sales targets are missed, and people are not earning their pay.

Acquisition 52

Acquisition Sales Decision-making Communication 52

SBI

AUGUST 2, 2019

Revegy, a leading sales platform for key account planning, enables companies to visualize what’s going on inside their largest accounts by mapping people, priorities and progress. Closing the gap between CRM and sales methodology programs, Revegy provides powerful visual solutions for account, opportunity and portfolio planning.

Account Planning 32

Account Planning Account Management CRM B2B 32

SBI

SEPTEMBER 27, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Account Planning.

B2B 32

B2B Account Planning Sales CRM 32

SBI

SEPTEMBER 10, 2019

Advanced real-time email validation of all contact records built on top of the recent acquisition of Neverbounce resulting in dramatically lower email bounce rates. Access to additional real-time technographics resulting from ZoomInfo’s acquisition of Datanyze. Account Planning. It offers a key account planning and.

B2B 27

B2B Innovation Marketing Account Planning 27