SalesGlobe

FEBRUARY 11, 2021

When I hear the words “strategic account planning” in a meeting, I usually notice a range of involuntary visceral reactions, from understated moans to eye-rolls and furrowed brows. Nobody thinks of account planning as aspirational. Aspirational account planning revolves around how you think about and with the customer.

Account Planning 52

Account Planning Supply Chain Value Proposition Account Management 52

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. AI is about trust.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

DemandFarm

MAY 9, 2024

Why should B2B organizations adopt KAM Technology With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth.

B2B 52

B2B Organization Key Account Management Acquisition 52

Upland

MARCH 19, 2021

What if we told you that measuring the whitespace potential in accounts can mean life or death for many B2B companies? Increased account penetration boosts revenue. In Altify’s 2019 revenue optimization benchmark, only 46% of companies reported being effective at maximizing opportunity in existing accounts.

Account Planning 195

Account Planning B2B Sales Sales Environment 195

ProlifIQ

MAY 1, 2023

Cross Selling Strategies Two strategies to drive revenue in the world of B2B sales and operations are cross selling and upselling. There are a few different types of cross-selling strategies that can be used by B2B sales and operations professionals. Having a ccount plans for your strategic customers will give you a leg up.

B2B 52

B2B Account Planning Stakeholders Advertising 52

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Sales Stakeholders Decision-making 52

Upland

APRIL 5, 2023

Those sellers are quickly seeing the rug pulled out from under their feet as buyers are looking for the human touch to help guide them through big B2B purchases. In short, if you are dealing with complex B2B sales where buying groups are often involved, then you need a revenue team. There are a few reasons for this. That depends.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts.

Account Management 195

Account Management Management Account Planning Decision-making 195

ProlifIQ

OCTOBER 30, 2024

Key features and functionalities of KAM technology typically include: Account Planning and Mapping By Location : KAM technology facilitates the creation of comprehensive account plans, enabling organizations to define clear objectives, strategies, and action plans for each key account.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

ProlifIQ

APRIL 21, 2023

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

Upland

JULY 10, 2023

Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions. Elevate team collaboration and build customer intimacy directly within Salesforce.

Decision-making 195

Decision-making B2B Account Planning Software 195

Arpedio

OCTOBER 11, 2021

Define the role of your KAMs or SAMs as leaders in your business SAMA offers a vital community to accelerate KAM programs It’s Strategic Account PlannING, not Account Plan Digital has permanently transformed the KAM role. The mindset shift from account plans to account planning is essential.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

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

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions. Long-term: B2B sales is all about becoming a long-term, strategic partner to your customers.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

ProlifIQ

FEBRUARY 8, 2023

What’s wrong with how B2B Businesses look at Customer Success? QBRs are not designed to help a customer success team actively execute account tasks that lead to an upsell or expansion. For example, the CRM can show the results of previous account plans and identify areas where improvements can be made.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

DemandFarm

JUNE 3, 2024

As turbulent socioeconomic factors continue to put revenue forecasts at risk, B2B organizations are looking inward to strengthen the strongest player in their arsenal – their strategic accounts. Technology is no longer a nice-to-have to boost the performance of your strategic accounts. and the CRM? Prolifiq.ai

Account Planning 52

Account Planning Key Account Management Account Management Onboarding 52

ProlifIQ

AUGUST 2, 2024

2024 QBR Template & Overview Quarterly Business Reviews (QBRs) are pivotal in ensuring successful client relationships in the B2B sector. Crafting an effective QBR template is essential for account managers, customer success professionals, and enablement teams aiming to enhance client engagement and drive business growth.

Account Planning 52

Account Planning Client Relationships Stakeholders Prioritization 52

ProlifIQ

JANUARY 7, 2022

Partnership enhances the rollout of account planning and bringing strategic account execution to life with seamless collaboration through Slack and Salesforce. This partnership is will enable sales teams to move from account planning to account execution in a real way.”. About Centro. About Centro.

Account Planning 52

Account Planning Innovation Account Management Communication 52

Hubspot Sales

JULY 22, 2020

I’ve compiled a list of 18 sales planning tools, listed here in no particular order, which can help you organize your sales process and plan calls and more with greater efficiency. It also integrates with the HubSpot CRM. You can also monitor call performance and integrate with your CRM. HubSpot Sales Platform.

Account Planning 120

Account Planning Sales CRM Prioritization 120

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

ProlifIQ

FEBRUARY 13, 2023

Defining a Sales Handoff The business model for many B2B Saas companies involves customer growth. The sales-to-customer success handoff is a crucial step in the B2B SaaS space for exactly this reason. Having a standardized account planning process gives visibility into top accounts, which can help reduce the risk of churn.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

SBI

JANUARY 9, 2018

Entertain this quick thought exercise: If a sales rep picks one of their customer accounts – it doesn’t matter if it’s one of the largest or smallest – what percentage of the total possible spend related to the goods and services your company provides have they captured? Could they capture more? If so, where and how?

B2B 55

B2B Artificial Intelligence Account Planning Sales 55

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

FEBRUARY 26, 2024

About ARPEDIO ARPEDIO provides a powerful account-based selling platform for B2B sales professionals, fully integrated within Salesforce. With a team of Salesforce consultans, ARPEDIO helps companies get the most from their CRM platform (Salesforce). 1 Account-Based Selling Platform Powerful alone. Superior together.

B2B 52

B2B Innovation Sales Training Account Planning 52

Xant

JUNE 16, 2021

The same trends are found in B2B sales— 92% of B2B buyers say they are more likely to purchase after reading a positive review. Ops teams traditionally rely on basic territory planning and account planning for an initial prioritization, but there isn’t really much prioritization strategy beyond that initial plan for more organizations.

CRM 105

CRM Sales Prioritization Decision-making 105

Upland

SEPTEMBER 29, 2023

Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. They are not looking to be a number in a CRM – they are looking for the human touch. That’s largely due to expanding buying groups. Today, there are as many as 6-10 buyers in a buying group.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

SBI

SEPTEMBER 27, 2019

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner. George Brontén, Membrain’s founder and president.

B2B 32

B2B Account Planning Sales CRM 32

ProlifIQ

NOVEMBER 9, 2022

Why You Should Care: The data shows that in most B2B selling trends, the prospect is now approaching potential vendors much later than they have in the past. 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

Arpedio

MARCH 7, 2022

ABM should be customer-led and team-enabled Sales and marketing need to co-orchestrate the account plan Mapping out the customer journey is absolutely crucial ABM starts with a mindset change and management needs to support this cultural shift Watch the LinkedIn Live session here. Re)Defining account-based marketing.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Arpedio

JUNE 10, 2024

CRM platform: A CRM platform can segment its customers into different groups such as small businesses, mid-market companies, and enterprise-level organizations. Each segment receives tailored account management strategies. Utilize tools like CRM systems (e.g.,

Account Management 52

Account Management Management e-Learning Retail 52

ProlifIQ

MARCH 19, 2021

First, you need to understand the process and how to use this tool within an overall sales account plan. Think of the deal that landed you the enterprise account. As you plug new contacts and new data into your Salesforce CRM, you’ll start to notice an interesting trend. How did it come about?

Account Planning 52

Account Planning Stakeholders CRM Profitability 52

Arpedio

JANUARY 25, 2023

Difference between Strategic Account Management and Account Management 4. What should Strategic Account Management Include? Strategic Account Management Process 6. What Does A Strategic Account Manager Do? Account Planning Strategy 8. SAM Accounts 9.

Account Management 52

Account Management Management Account Planning Co-Creation 52

ProlifIQ

FEBRUARY 3, 2023

They shared how they’re structuring their teams, how their reps are being positioned to grow their largest accounts and the strategy they’re using to win more enterprise deals. Identifying The Right Accounts Account planning isn’t new, teams have done it for decades. Use CRM data to find the best accounts to grow.

Account Planning 52

Account Planning Stakeholders Decision-making Sales 52

DemandFarm

AUGUST 13, 2024

Ready to discuss your Account Planning needs? Best features: Sales Prospecting: Builds databases of B2B businesses based on Ideal Customer Profiles. Cognism Who is it for: Sales teams focused on efficient prospecting and lead generation, particularly in the B2B sector. Talk to our Product Expert.

Key Account Management 40

Key Account Management Sales Decision-making Software 40

DemandFarm

AUGUST 31, 2023

Shockingly, just over 20% of B2B companies consistently measure and act on insights from customer experience. Addressing Challenges in Account Planning and Governance Organizations frequently struggle with account planning and governance – a crucial process that requires strategic plans for customer account management.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

DemandFarm

AUGUST 22, 2024

With Gartner reporting that between 6 and 10 people now participate in the average B2B purchase decision, companies can no longer rely on the strength of one relationship to ensure business decisions go in their favor. This tool integrates seamlessly with major CRM systems like Salesforce, making it easy to gather and visualize data.

Brainstorming 40

Brainstorming Decision-making Stakeholders Software 40