Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Upland

MARCH 19, 2021

No matter how great your sales team is, it’s always easier and more cost effective to upsell existing customers. 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. What’s often missing?

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Upland

MARCH 29, 2023

In fact, according to Forrester, in-person, face-to-face sales are back on the rise. At the same time, current trends point to the growing importance of effective relationship management in B2B buying journeys. This information is crucial for developing a comprehensive account plan that targets the right individuals and departments.

CRM 195

CRM Management Stakeholders Decision-making 195

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

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

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. Large Deal Management The process of managing large, complex deals within a key account involving a high degree of risk and uncertainty is termed Large Deal Management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SalesGlobe

NOVEMBER 10, 2023

However, it’s fundamental that they create a connection with their customer, even in a sales world where omnichannel has become table stakes for doing business, and bringing a more self-service B2C experience into the B2B sales world has permeated the sales strategy coming directly from the C-Suite.

Sales 52

Sales Account Planning B2C Organization 52