Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. This is why so many attempts at effective account planning go wrong.

Key Account Management 195

Key Account Management Account Management Management Account Planning 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 64

Account Planning Innovation Stakeholders B2B 64

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

Janek Performance Group: Account Planning

JULY 25, 2023

This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts. Here, 72 percent of respondents said that account planning increased their understanding of their clients’ business. Happy customers buy more.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

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

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

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

MAY 5, 2023

Being a trusted advisor is how you get into that room. In Not Just Another Vendor, the latest, indispensable book on account planning to come out of Altify, we learn about one seller who took a long time to learn this lesson. Sales were good, but they weren’t great. The proof is, as they say, in the pudding.

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Luminas Strategy

OCTOBER 2, 2022

They developed a plan that covered their top accounts and a handful of strategic prospects and followed it consistently. What they undertook wasn’t a typical account planning process that any sales leader can recite by memory. It had nothing to do with the plan components or the plan process.

Account Planning 52

Account Planning Energy and Utilities Manufacturing Decision-making 52

ProlifIQ

JANUARY 18, 2022

Let’s cover some of the approaches top sales teams take when taking on high-value accounts. . First, Here’s Why You Shouldn’t Sell Without a Key Account Plan. To provide context, we need to quickly go over why key account plans are vital – and how no top-performing sales org leaves home without them.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

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

Upland

MAY 4, 2023

In part, it’s through focusing on the relationship, and ensuring good account planning practices. Book some time with an Upland Altify sales expert to find out how you can increase your sales velocity this year. How can sellers deal with uncertainty to help increase deal size? You might be surprised at the results.

Sales 356

Sales Decision-making Organization Negotiation 356

Hubspot Sales

JULY 22, 2020

The AI assistant will manage tasks such as scheduling follow-ups, booking meetings, adding information to the CRM , and performs other admin tasks so you can focus on what matters. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.” Pricing: $97/mo.

Account Planning 131

Account Planning Sales CRM Prioritization 131

Account Manager Tips

JULY 28, 2020

Chapters 00:00 Introduction 01:21 Why changing mindset towards account management was the biggest obstacle. 03:53 Why you need to keep account plans simple. 09:03 Account plans are the evidence of the value you create for your clients. 09:49 Should you share account plans with clients?

Account Management 130

Account Management Management Account Planning Organization 130

Upland

JULY 12, 2023

It moved us from talking about qualification to talking about account planning more broadly. Rigorous qualification is a foundational pillar of account planning because it’s the only way to focus your attention on building real, mutually beneficial relationships. It moved us in the right direction,” says Sarah.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

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! One of the only sales books I've read that has a dedicated chapter on partnering with procurement.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Account Manager Tips

OCTOBER 11, 2021

Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Commit to targets Plan activities Coordinate resources Manage risk Get results. Create a career development plan.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Arpedio

FEBRUARY 13, 2025

leveraged ARPEDIO’s tools to drive growth, accountability, and measurable improvements across their organization Download The Full Case Study Curious to see how Beaulieu International Group Transformed Their Commercial Excellence with ARPEDIO? Learn more Account Management Build powerful account plans in Salesforce.

Manufacturing 52

Manufacturing Innovation Strategic Thinking Account Management 52

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Account plans help guide your account management strategy by answering questions such as: What are your company’s goals for the relationship?

Account Management 133

Account Management Sales Account Planning CRM 133

DemandFarm

MARCH 31, 2025

With an org chart tool, you can map out everyone involved and plan engagement accordingly. Its a must-have for strategic sales and account planning. Account Planner) DemandFarm provides strategic insights beyond static org charts. Ready to improve visibility into your key accounts?

CRM 40

CRM Stakeholders Account Planning Decision-making 40

DemandFarm

DECEMBER 27, 2024

DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Tailored specifically for Key Account Managers (KAMs), it addresses inefficiencies in traditional methods of account planning by offering a comprehensive toolkit for strategic account management.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Account Manager Tips

SEPTEMBER 29, 2020

It integrates with Google, Office and iCloud and creates an inbound scheduling page from which your clients can book time with you based on your current availability. I also like during the booking process you're prompted to add an agenda and additional messages. What it does Arrangr is the fastest, easiest way to set up a meeting.

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. The only book I've found dedicated to the topic of sales follow up. About DemandFarm: Traditional CRMs aren’t designed for account management.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process. Centralise all your client communication, account plans and related activities in one place. Use mail merge to send bulk emails to make fast work of this strategy. Change Your Brain.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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

Upland

SEPTEMBER 29, 2023

It takes a team of sellers, marketers, and customer success professionals to give customers what they need to succeed before and after the sale. Today, marketing and sales are closely joined together in the best sales organizations, working together on account plans, and working towards a clearly defined ideal customer profile in select markets, (..)

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

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. BUILDING BLOCKS.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

MAY 29, 2019

Price: Basic and account plans are free, premium plans are $20/year. Additionally, the tool is good for large organizations because you can use the calendar to book multiple people, services, or locations. Its customer booking system allows your clients to choose their specified times in the correct time zone.

Meetings 144

Meetings Artificial Intelligence Facilitation CRM 144

Deep Insight

AUGUST 10, 2020

To be honest, the really fun part of writing the book was the interview process. Assembling all those interviews into a coherent book was a chore. All interviews were excellent and insightful but some went off in directions that we had not planned at the outset. Key Account Management. Key Account Plans.

Key Account Management 52

Key Account Management Account Management Management Account Planning 52

SBI

MAY 7, 2014

Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently. Performance and Compensation. Pipeline Management & Deal Flow. Power Prospecting. Quoting & Pricing. Sales & Marketing Content.

Account Planning 55

Account Planning Value Selling Sales Media 55

SBI

FEBRUARY 15, 2019

Allego Closes 2018 with Q4 SaaS Bookings Up 89 Percent. The company also achieved record bookings for the full year and a customer renewal rate of 94.8 The company also achieved record bookings for the full year and a customer renewal rate of 94.8 It offers a key account planning and. Account Targeting.

Financial Services 6

Financial Services Banking Account Planning Healthcare 6

ProlifIQ

FEBRUARY 8, 2023

Because a standard customer success team is trained to look at managing their accounts, or account planning , as a quarterly activity, they are therefore less likely to look at account planning as a daily, ongoing, activity. Leverage your CRM for account planning instead of opting for long QBR sessions.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

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. Take the time to sync up around your top accounts with your manager, ask the aforementioned questions and begin to flesh out your accounts with their guidance.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Arpedio

APRIL 25, 2023

From identifying target accounts to crafting personalized messaging, we’ll show you how to effectively allocate your resources and prioritize high-value customers. Whether you’re new to account-based selling or looking to improve your existing strategy, this article will help you take your B2B sales to the next level.

Account Planning 52

Account Planning B2B Stakeholders Prioritization 52

Arpedio

APRIL 3, 2023

Sector Computer Software Website www.eagleeye.com Solutions used ARPEDIO Account Management & Relationship Mapping ← Back to case studies The Challenges Eagle Eye faced challenges with low adoption, duplicate work, neglected tasks, and critical information scattered all over the place – all due to tools and data that lived outside their CRM.

Onboarding 52

Onboarding Account Management Account Planning Stakeholders 52

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. For more detail, see my book here.). Those are the building blocks. The Sales Systems.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130