Openview

MARCH 26, 2018

Arguably one of the most underrated elements of enterprise sales is account planning. However, even though strategic account planning sessions are viewed by the sales organization as helpful and important, they simply don’t happen often enough. said that salespeople are “encouraged” to develop strategic account plans.

Account Planning 33

Account Planning Procurement Decision-making Small Business 33

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

Upland

JANUARY 26, 2023

To begin to understand how this looks in practice, it can be helpful to understand a few different account-based selling terms and acronyms. Account-based selling (ABS) : covered in this article in depth. Account-based marketing (ABM) : it takes a lot more than a hero rep to win over a buying group.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

JUNE 1, 2023

Leveraging account planning can be the best way to unlock the full effect of your land and expand strategy. Benefits of account planning in a land and expand sales strategy There’s a reason that land and expand is a top strategy for sellers: it works.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Upland

JUNE 14, 2023

And how can account planning help? In this article, we’ll dive deeper into each of these areas to uncover what chief revenue officers can do to address some of their most pressing issues, and how an effective account planning practice can help. There’s plenty of uncertainty in the economy right now.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Remote Working 195

Performance Methods

JUNE 18, 2019

The post WHAT GREAT ACCOUNT PLANNING LOOKS LIKE appeared first on Performance Methods, Inc.

Account Planning 60

Account Planning 60

SalesGlobe

SEPTEMBER 12, 2023

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. What’s Aspirational Account Planning? Is not history, projected forward.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 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 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 Stakeholders 52

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies. What is your KAM Competencies Reference F ramework?

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Performance Methods

JULY 3, 2020

The post PMI & SAMA Publish “The Keys to Effective Strategic Account Planning” eBook (2nd Edition) appeared first on Performance Methods, Inc.

Publishing 60

Publishing Account Planning 60

Account Manager Tips

NOVEMBER 22, 2022

One Page Key Account Plan Guide & Template. Say goodbye to complicated account plans that don't work. Grab this free easy-to-follow guide that will have you writing a successful key account plan in no time! Let me know if anything in this article caught your eye, I'd love to hear from you.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Cosawi

NOVEMBER 26, 2024

This article explores the role of a COE in transforming and sustaining SAM efforts, focusing on three critical success factors: 1. Co-orchestration of account plans Marketing and SAM should co-orchestrate the account plan, combining their expertise to drive success. Creating a Center of Excellence (COE) 2.

Innovation 52

Innovation Account Management Account Planning Decision-making 52

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. This article suggests a few simple principles to establish clarity and help business leaders correctly position the two subjects. Account Management: A necessity for all organisations.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Account Manager Tips

JULY 6, 2022

(If you're not sure who they are, check out my article on how to identify key accounts , with template.) + Think long term. You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. Organizational cooperation. The KAM Club.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Revegy

JANUARY 18, 2021

Article: Why CRM Shortcomings are Still Strangling Sales. Research Brief: Strategic Account Planning Segmentation. With relationship maps and an understanding of who matters, as well as the routes to power, you will be one big step closer to closing the gaps on those all-important megadeals and reaching your revenue targets.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Whetstone

JANUARY 8, 2025

This article builds on those insights to explore the behaviors that define effective sponsorship. It examines the challenges sponsors face in finding the right balance, the importance of coaching to equip them for success, and how leading indicators provide structure, clarity, and accountability to their role.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. Key behaviors : Developing a territory plan including a comprehensive list of prospective customers.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Mike Kunkle

MAY 11, 2022

That depends on a variety of factors, which I will share in this article. 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.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Account Manager Tips

AUGUST 3, 2022

Check out my article 45 Best Questions to Ask Your Client to Get to Know Them. About DemandFarm: Traditional CRMs aren’t designed for account management. DemandFarm makes account planning effortless, scalable, collaborative and data driven by digitizing key account management best practices so you can be more effective.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Account Manager Tips

NOVEMBER 16, 2022

Centralise all your client communication, account plans and related activities in one place. Let me know if anything in this article caught your eye, I'd love to hear from you. Also don't underestimate the value of a spontaneous phone call. Use project management tools These platforms are perfect to collaborate asynchronously.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Revegy

FEBRUARY 25, 2020

Thousands of sellers tout the following framework benefits: Comprehensive account planning. Sometimes goals can be found with an online search of executive interviews, published in business articles or on social media sites. This blog will explore a proven framework to help you better personalize your sales messages.

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

Hubspot Sales

SEPTEMBER 28, 2020

Price: Free Accounting plan; Pay-Per-Use Online Payments, Payroll Add-on. Wave is a robust accounting platform for entrepreneurs who want to manage all of their finances in one place. For more tips on getting the most out of your CRM, check out this article. Best for: Entrepreneurs and solopreneurs. Image Source.

CRM 135

CRM Small Business Finance Software 135

Cosawi

JANUARY 24, 2025

Think about your own company: how is your marketing integrated with your strategic account planning and work? Dominique Cot is the owner and founder of Cosawi advisory and can be reached at dcote@cosawi.com www.cosawi.com View the Full PDF Article Here The post Why isnt Marketing in the KAM/ SAM journey ?

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Account Manager Tips

JULY 9, 2020

30 60 90 day project plan. A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. The rest of this article will explain how, so read on. Review and refresh plans to respond to surprises and new opportunities. People will judge you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

ProlifIQ

NOVEMBER 9, 2022

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. This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Arpedio

APRIL 25, 2023

By focusing on these key accounts, companies can generate the most significant impact and revenue. In this article, we’ll guide you through five concrete steps to jumpstart your account-based selling strategy. Download article Book demo Are you already using Salesforce?

Account Planning 52

Account Planning B2B Stakeholders Prioritization 52

Revegy

JUNE 20, 2019

In a recent Harvard Business Review article , Bain & Company partners Mark Kovac and Jamie Cleghorn discussed the importance of preparing sales teams for a recession before it hits. Click here to read the full HBR article. THE VALUE OF ACCOUNT MANAGEMENT TOOLS. ADDITIONAL STRATEGIC ACCOUNT PLANNING RESOURCES.

Account Management 40

Account Management Management Account Planning Digitalization 40

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

KAM With Passion

FEBRUARY 22, 2021

This articles is intended for business owners, board members and senior executives with the aim to motivate them to take a closer look at the KAM topic before deciding if they should start a true KAM initiative and on which perimeter. At the opposite end of the spectrum, many business leaders remain cautious, if not suspicious, about KAM/SAM.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Project Management.

Account Management 98

Account Management CRM Management Account Planning 98

Arpedio

JANUARY 14, 2021

Download your "digital sales and account management coach" now. ? Interested in how to become even more successful in your strategic account planning and complex sales? Download the article “ Your digital sales and account management coach ” for free and learn more. Back to blog.

Digitalization 52

Digitalization Account Management B2B Innovation 52

Openview

FEBRUARY 7, 2018

In this article, we’ll provide some guidelines about preparation, and will share a sample agenda that strikes a balance of examining KPIs without abandoning qualitative learning. Strategic Account Planning (Collaborative). What was the most important thing you learned last quarter? How will you apply it to this quarter?

Construction 78

Construction Account Planning Meetings Stakeholders 78

Cosawi

FEBRUARY 27, 2023

The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. Taking this approach optimizes the engagement between the strategic account manager and marketing in this co-orchestration of the account plan.

Marketing 52

Marketing Suppliers Account Planning Investors 52

SBI

OCTOBER 9, 2018

In this article I want to bring you five of the key selling lessons that I have taken from the saddle. For example our account planning tools will provide a simple way to build an account strategy in Salesforce, but to build a great account strategy requires creative brain power too. Let’s get into this.

Account Strategy 55

Account Strategy Account Planning Suppliers B2B 55

Cosawi

SEPTEMBER 9, 2021

Shifting from the role curriculum to create a common engagement model and account planning competency model aligned with the complexity or strategic level of the account. View the Full PDF Article Here. Building the curriculum as a customer-centric curriculum – a curriculum that serves all commercial facing teams.

Account Management 52

Account Management Account Planning Communication Innovation 52

Arpedio

OCTOBER 30, 2023

On a recent episode of the “Thoughts on Selling” podcast, host Lee Levitt sat down with Ulrik Monberg, CEO of ARPEDIO, to delve deep into the realm of account-based selling. In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52