Upland

MARCH 29, 2023

This is part of the mindset shift required to become effective at relationship management and is also a key aspect of account planning. They must consistently create, measure, and communicate value to the customer. Enhancing communication : Relationship mapping can also improve communication within a customer organization.

CRM 195

CRM Management Stakeholders Decision-making 195

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. Sales maps for key accounts tend to be quite complex with many stakeholders.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Providing AI-driven insights into account health, whitespace opportunities, and stakeholder influence, enabling proactive decision-making.

Account Management 40

Account Management Key Account Management Management Account Planning 40

DemandFarm

NOVEMBER 22, 2024

By strengthening these relationships, account management teams directly impact retention and reduce churn, transforming client satisfaction into a growth strategy. Core Traits of High-Performing Account Managers 1.Relationship Relationship Intelligence and Stakeholder Knowledge The best account managers know business is personal.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

ProlifIQ

APRIL 3, 2023

Account Planning Tools For B2B Sales Teams Is your sales team building plans in slide decks, or spreadsheets, or storing key information about your stakeholders and accounts that isn’t easy to find? Do accounts churn when 1-2 main supporters move on? One key account planning tool is multi-threading.

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Upland

APRIL 20, 2023

Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts. Through a combination of best practices, relationship mapping, and account planning, sellers and account managers can retain their status as trusted advisors, and keep the howling, lone wolves at bay.

Account Management 195

Account Management Management Account Planning Decision-making 195

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. Warwick Brown // Account Manager Tips.

Account Management 246

Account Management Key Account Management Management Suppliers 246

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

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

ProlifIQ

SEPTEMBER 6, 2022

The Myth of Account Planning. Most people relate account planning to something like a quarterly business review (QBR), where sellers and leaders will give an in-depth presentation on the state of their top accounts. Look back at your previous account plans; what actions were taken to successfully close this deal?

Account Planning 52

Account Planning Stakeholders CRM Leadership 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Plus, with account planning, 74 percent see increased win rates.

Account Planning 52

Account Planning Decision-making Communication B2B 52

DemandFarm

JANUARY 12, 2025

Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. Process Efficiency Analyze whether workflows are standardized across departments.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What is Stakeholder Management? What is a stakeholder? What is a stakeholder?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

KAM With Passion

FEBRUARY 8, 2021

A strong KAM initiative is always built on the following 3 Pillars: KAM infrastructure , Key Account Teams and Key Account Plans. Implementing true KAM requires having performing Key Account Teams in addition to the central team chartered to manage the KAM Programme. KEY ACCOUNT PLANS. KAM INFRASTRUCTURE.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Business Growth Innovation 52

Hubspot Sales

MARCH 18, 2019

A key account manager (KAM) is responsible for managing and building a strong relationship with large clients that make up the majority of the business' income. Not only do KAMs find ways to address the client's challenges and opportunities, but they also create and present reports about the client's progress to key stakeholders.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Revegy

JANUARY 18, 2021

Visual relationship maps like Revegy’s help you gain a full understanding of the most important stakeholders, how they’re connected within the organization, and help your teams focus on execution tactics and activities to gain access and communicate value to the individuals influencing the budget and buying decisions.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account Management 104

Account Management Management Stakeholders Profitability 104

Arpedio

JANUARY 22, 2025

Work smarter, not harder Technology plays a pivotal role in ABS by facilitating data-driven insights, seamless communication, and efficient workflows. These advanced tools help sales teams identify ideal accounts, understand their specific needs, and deliver personalized experiences that drive conversions.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Many sellers engage in opportunity planning when they pose questions such as: What business problem are you trying to solve for the customer?

Account Management 133

Account Management Sales Account Planning CRM 133

DemandFarm

OCTOBER 15, 2024

It depends on your Key Account Management (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. Account planning , as you’re aware, is a mixed bag of strategic and operational activities. Truthfully, there isn’t a simple yes or no answer. That’s not all.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52

Account Manager Tips

NOVEMBER 16, 2022

So here are some ideas to help you improve the quality and efficiency of your client communications. Create a relationship map and contact plan A relationship map collects information about your key contacts, how they feel about you, their business drivers, how frequently you should stay in touch and so much more.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Arpedio

DECEMBER 19, 2023

Account managers are responsible for understanding the client’s needs, ensuring their satisfaction, and identifying opportunities for upselling or cross-selling. They act as the bridge between the client and the company, facilitating communication and problem-solving. Check out ARPEDIO’s Account Management solution here.

Account Management 52

Account Management Communication Management Artificial Intelligence 52

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. You need your client engaged and communicating, but they don't always see it that way. Table of Contents. That’s not how it works.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Upland

NOVEMBER 27, 2023

It’s a 10x factor approach.” Work as a team As with every aspect of account planning, sellers will be most successful if they approach insight-gathering as a team. “When you collaborate, you’re getting the big picture,” says Billy. What’s driving that business to make decisions?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Account Manager Tips

SEPTEMBER 29, 2020

LinkedIn Sales Navigator makes it simple to stay up-to-date on what's happening with your accounts and identify and connect with important stakeholders and new prospects. Now, your organisation might try to tell you key account managers don't need LinkedIn Sales Navigator - it's a sales tool. Could it be any more boring?

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

Revegy

APRIL 21, 2021

We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

ProlifIQ

JUNE 12, 2024

Stakeholders: Understanding “who is who” and the footprint of an account. This will determine how you leverage your team for communication with different stakeholders across the organization. Planning in Key Account Management Grab our template on account planning! Also, areas for quick wins!

Key Account Management 52

Key Account Management Account Planning Stakeholders Account Management 52

SBI

JULY 1, 2020

Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Collaborate Beyond Sales.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

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

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

NOVEMBER 29, 2023

December 5 How many stakeholders are involved in buying decisions today? Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships. Learn more Account Management Powerful account planning in Salesforce.

Stakeholders 52

Stakeholders Account Planning Account Management Communication 52

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