Upland

JULY 9, 2020

That same advice is just as timely today for B2B sales and marketing leaders facing significant headwinds with COVID-19 and a very conservative spending climate. The reality of today’s digital-first world is that customers are already in the center of your business – whether prospects and existing accounts.

Account Management 195

Account Management Management Account Planning Digitalization 195

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

Upland

MARCH 29, 2023

The importance of relationship management At the onset of the pandemic, it seemed that digital selling had been launched forward years. At the same time, current trends point to the growing importance of effective relationship management in B2B buying journeys. Suddenly, everyone was on the same playing field.

CRM 195

CRM Management Stakeholders Decision-making 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

Account Manager Tips

MARCH 23, 2021

Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. For many B2B companies, their largest customers represent 30 to 50% of total revenue and margin. Click to Tweet. So I get it: losing them would be a significant blow.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

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. When a lot of tools are used to keep track of your accounts, you will often operate in silos within your ecosystem.

Account Management 52

Account Management Digitalization Management Account Planning 52

DemandFarm

MARCH 31, 2025

With AI, KAMs move from reactive to proactive account management, ensuring they engage the right stakeholders at the right time and maximize customer lifetime value. Prolifiq Prolifiq is a Salesforce-native suite of account management apps designed to support content-driven sales engagement and basic account planning.

Account Management 40

Account Management Key Account Management Management Account Planning 40

Arpedio

JANUARY 14, 2021

Transform frameworks and best practices into digitized automated processes. 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 your "digital sales and account management coach" now.

Digitalization 52

Digitalization Account Management B2B Innovation 52

DemandFarm

APRIL 4, 2023

The question ‘is it time to go digital with your KAM’ can be addressed from two perspectives – internal and external. In uncertain times, what is generally seen with customers is that the tacit knowledge of key accounts is retained by certain account managers. Why should you adopt Digital Key Account Management?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

JULY 6, 2022

I stumbled across a research paper on co-creating value in B2B systems and thought it'd make a good topic to chat with you about. You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. And why does it even matter? You can do this alone.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

MARCH 31, 2023

ARPEDIO is Acknowledged in The Forrester Tech Tide : B2B Sales Technologies, Q1 2023 ← Back to blog In order to boost revenue growth, businesses are investing in sales technologies to win, serve, and retain more customers. This report is essential reading for B2B sales and revenue operations leaders. Table of Contents 1.

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

DemandFarm

AUGUST 11, 2023

The B2B landscape is undergoing a dynamic transformation, propelled by the forces of digitization, technological breakthroughs, and evolving workstyles. Account-based marketing or ABM is one such strategy that is aligned with account-based sales to target high-value accounts with personalized and targeted campaigns.

Digitalization 52

Digitalization Artificial Intelligence Advertising Customer Experience 52

DemandFarm

APRIL 21, 2023

The quest for the right solution is never-ending in B2B spheres, as organizational needs constantly change and evolve. With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

MAY 25, 2023

For those of you who haven’t guessed, the right answer is digital transformation. Building a Digital Mindset Digital transformation is the integration of digital technology into various aspects of an organization. We’ve all been Brendon or Sarah or any of the others to some degree or another. Before and after what??

Account Management 52

Account Management Digitalization Key Account Management Management 52

Revegy

OCTOBER 2, 2019

of sales organizations don’t take advantage of account planning to grow their strategic accounts. Add to this the geographic scope of key accounts and the added layer of complexity that managing against regional competitors, pricing, and culture inherently brings. 3. Digitization. 5. Managing Your Tech Stack.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

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. Sales Acumen.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

DemandFarm

MAY 22, 2023

There are plenty of similarities between the roles of a Sales Manager and a Key Account Manager, but equally, they are quite different. While we examine these, let’s also look at how each role can benefit from Digital Key Account Management. Improved collaboration Sales Managers: Streamlining coordination with digital platforms.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Revegy

FEBRUARY 25, 2020

Thousands of sellers tout the following framework benefits: Comprehensive account planning. Reduce repetitive work via digital automation & process standardization. The framework is a proven tool that thousands of sales professionals apply in several ways: Account planning. Business-led client conversations.

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

Arpedio

JUNE 2, 2022

The new platform consisted of Salesforce Sales Cloud combined with ARPEDIO’s Relationship Mapping and Account Planning solutions – all implemented by ARPEDIO. The Salesforce platform combined with ARPEDIO’s Relationship Mapping and Account Planning tools have helped GUBI manage internal and external relationships with key stakeholders.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

Arpedio

JUNE 20, 2022

Thus, the world of B2B sales is expecting even more competition and the willingness to spend money to drop to an all time low. Research from Bain & Company states that Sales organizations should focus on acquiring new digital tools as preparation for the next recession. Bottom line, it’s the end of non-tech businesses.

B2B 52

B2B Account Management Digitalization Account Planning 52

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

Arpedio

JUNE 16, 2022

What used to be carelessly drafted sticky notes on someone’s desk, or incomplete PowerPoints in all different shapes and formats are now powerful digital tools that ease strategic organizational planning. Global B2B corporations are already creating significant results through the ARPEDIO solutions.?. Download white paper.

Account Management 52

Account Management B2B Innovation Account Planning 52

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

Revegy

JUNE 20, 2019

They addressed which areas sales organizations should focus on to prepare for the next recession and highlighted the value of digital tools. In the article, Kovac and Cleghord recommended Revegy as a top account management tool that turns tactical opportunity-tracking tool into a powerful strategic planning tool.

Account Management 40

Account Management Management Account Planning Digitalization 40

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. Prolifiq.ai

Account Planning 52

Account Planning Key Account Management Account Management Onboarding 52

Arpedio

MAY 30, 2022

digital advertising, social media, email, phone, in-person) and found that a multi-channel approach increased sales effectiveness by 10% from 2020 to 2021. Companies need to ensure alignment between sales and marketing for their key and strategic accounts. Excerpt from the McKinsey 2021 B2B Pulse Survey. So, what’s your POD?

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 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

DemandFarm

AUGUST 31, 2023

The rise of the digital era has changed the rules of the game. Shockingly, just over 20% of B2B companies consistently measure and act on insights from customer experience. Masterclass by Forrester Principal Analyst Anthony McPartlin: Why companies fail with key account management? But those two need to go hand in hand. “But

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

Arpedio

SEPTEMBER 21, 2023

Together with the rest of ARPEDIO we are aiming at accelerating B2B sales professionals all over the world and shaping the future of Account-Based Selling. Key responsibilities Graphic Design: Create eye-catching and on-brand marketing materials, including graphics, illustrations, infographics, presentations, and digital assets.

Marketing 52

Marketing Management Account Management Innovation 52

Arpedio

JUNE 9, 2022

Having a message on point that is tied to the account and what you’re solving is generally really the most successful path. A digital journey. In general, account-based marketing and account-based selling is getting more and more attention throughout all kinds of organizations and naturally, so are the tools that enable that.

Key Account Management 52

Key Account Management Account Management Sales B2B 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. Digital Key Account Management The use of digital tools and platforms to manage relationships with key accounts is Digital Key Account Management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). awareness marketing”) packaged as account-based marketing.

Marketing 52

Marketing Suppliers Investors Account Planning 52

PartnerTap

OCTOBER 1, 2023

And I’ve championed it in the startup world as an investor, board member, and adviser to B2B SaaS startups. Account mapping should not be the core activity at annual and quarterly partner planning meetings. Today, we’re seeing co-selling move into the mainstream.

Investors 75

Investors CRM Digitalization Account Planning 75

Account Management Skills

AUGUST 24, 2021

So in the B2B world, 70% of your revenue every year comes from existing customers, only 30% comes with new customers. And so that’s what we’re providing it’s a template, like literally like just step by step by step, what do I need to do to elevate my game to be a good or great accountant. But let me put it this way.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Arpedio

AUGUST 11, 2022

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision makers. With the increase in the number of customer-side stakeholders involved in making complex B2B purchasing decisions, it’s hard work to get that final signature. Let’s dive further into these two points in the following: 1.

Software 52

Software Software Stakeholders Decision-making 52

Arpedio

JANUARY 26, 2022

Enter our treasured Key Account Managers. They truly are the heart and soul of any B2B business; their experience, their expertise, their domain knowledge, coupled with their ability to build and maintain strong relationships with clients, is no doubt what drives success with key accounts.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52