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

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. Evaluate the level of integration between your CRM, analytics, and other operational tools.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

DemandFarm

DECEMBER 12, 2024

When you thought you had mapped the relationships within a key account, another regional division probably popped up, demanding attention and alignment. Decision-makers switched roles faster than you could update your CRM. Champions turned into detractors (and vice versa). Talk about hitting a moving target!

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

Arpedio

JANUARY 22, 2025

More precisely, technology solutions for ABS should provide the tools needed to identify, engage, and close deals with high-value accounts, ranging from Customer Relationship Management (CRM) systems to advanced analytics and automation tools. CRM for ABS A robust CRM system is the backbone of any ABS strategy.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

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

NOVEMBER 27, 2023

At this phase, places as accessible as company websites and LinkedIn feeds are your friends, as well as data captured in your CRM. Have there been any recent changes in executive leadership? And as we’ll see in the coming chapter, mastering relationships is what will take your account planning to the next level.

Suppliers 195

Suppliers Account Planning Decision-making Leadership 195

Upland

FEBRUARY 3, 2023

Relationship mapping as an activity is an essential aspect of the account plan and works well with an account-based selling approach to sales. Most importantly, they source information from supporters who can offer information they won’t find in their CRM. To glean this information, sellers must ask the right questions.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

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

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

Hubspot Sales

MARCH 18, 2019

Key accounts don't usually buy off-the-shelf: They want a custom blend of products and services tailored to their needs. A KAM needs leadership abilities to guide her team members (which might include a salesperson, marketer, technical support, implementation and/or onboarding specialist). Orchestrate and Execute.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

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

SBI Growth

FEBRUARY 20, 2013

They don’t have confidence in your forecast or the data in your CRM. Opportunity Plans, Account Plans, etc. Put together a plan to implement, monitor and reinforce the tools use in place. You and sales leadership will gain confidence in the forecast. The process is broken. Will this stop the fire-drills?

Sales 113

Sales Account Planning Sales Leadership Leadership 113

Openview

MAY 11, 2018

However, the nuances within each discipline have modernized, requiring sales leadership playbooks to be updated. In today’s rapidly changing world of SaaS, artificial intelligence , big data and CRM, a firm handshake and killer smile only go so far. Here are 3 ways fast-growing startups build sales teams differently.

Artificial Intelligence 90

Artificial Intelligence Onboarding Sales Profitability 90

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

Hubspot Sales

AUGUST 25, 2018

Sales executive Norman Behar says, "While there's a lot of emphasis placed on sales coaching and leadership, the most fundamental skill sales managers need to develop is often overlooked: The ability to manage sales performance.". Key behaviors : Developing a territory plan including a comprehensive list of prospective customers.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Revegy

MAY 14, 2018

According to a CSO Insights study, companies that engage in effective ongoing key account planning have win rates nearly double that of companies without a formal process. What would a 9 to 11-point increase to your key account growth mean for your organization? Is leadership hands-on or only “monitoring” the situation?

Co-Creation 53

Co-Creation Key Account Management Account Management Account Planning 53

DemandFarm

APRIL 1, 2025

This means that for key account managers and sales teams, this means an org chart tool for Salesforce is no longer a nice-to-have its essential. An organizational chart (org chart) integrated with your CRM helps visualize all the decision-makers, influencers, and gatekeepers in one place. Everything lives in your CRM account record.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

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.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Brooks Group

DECEMBER 27, 2022

Reps could be making prospecting calls, sales calls, performing account reviews, calling to upsell/cross-sell, or simply reaching out because the contact appeared on a “Not Contacted” report within the CRM. . Do more with your CRM. Once you have a clear selling system in place, put those benchmarks as stages in your CRM.

Sales 95

Sales Sales Leadership Leadership CRM 95

Arpedio

OCTOBER 30, 2023

On a recent episode of the “Thoughts on Selling” podcast, host Lee Levitt sat down with Ulrik Monberg, CEO of ARPEDIO, to delve deep into the realm of account-based selling. In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 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

PartnerTap

OCTOBER 1, 2023

This requires that sales reps are incentivized and encouraged to co-sell, and critically, that there is buy-in at all the right levels and areas of leadership. Account mapping should not be the core activity at annual and quarterly partner planning meetings.

CRM 75

CRM Investors Digitalization Account Planning 75

DemandFarm

APRIL 11, 2023

Integration with Existing Systems One of the main challenges of adopting Digital Key Account Management is integrating it with existing systems. Integrating a new Digital Key Account Management tool with these existing systems can be complex and time-consuming, requiring significant investment in IT infrastructure and resources.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

DECEMBER 12, 2024

When you thought you had mapped the relationships within a key account, another regional division probably popped up, demanding attention and alignment. Decision-makers switched roles faster than you could update your CRM. Champions turned into detractors (and vice versa). Talk about hitting a moving target!

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 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. Key takeaways.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

ProlifIQ

FEBRUARY 27, 2023

Importance of Key Account Management – In a B2B company, key account management is crucial as these customers often generate a large portion of the company’s revenue. This helps hold your team accountable and gives leadership an easy home base to understand where efforts are being directed.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

SBI

APRIL 4, 2018

We help B2B companies to significantly lift sales team productivity by focusing their efforts on the activities that advance an account relationship or opportunity position. Salespeople can be over 50% more productive when building and refreshing account plans. Garry: First is to focus on sales leadership.

B2B 20

B2B Sales Decision-making Account Planning 20

ProlifIQ

FEBRUARY 23, 2023

Talk Track: “Typically, folks on the sales side or operations front want to understand how our native account planning solution will impact their sales process, Salesforce adoption, account penetration, and more. We leverage our leadership team to connect with their peers in the other organization to bring them up to speed.

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 52

ProlifIQ

NOVEMBER 15, 2022

Tier your top accounts and align with key account managers and sellers to decide if they’re who you should be pursuing as customers. Did recent economic news negatively impact that account? Has there been a leadership change along with shifting initiatives? It should live in your CRM in one central location.

Account Management 52

Account Management Stakeholders CRM Key Account Management 52

SBI

AUGUST 1, 2019

Sales personnel spend significant time in their CRM systems, so having both companies’ technologies integrated on one platform will make their jobs easier and help them reach their targets.”. “We The only agnostic platform of its kind, Revegy is designed to work with any CRM and any sales methodology. Account Planning.

Account Planning 34

Account Planning Account Management B2B CRM 34

Arpedio

OCTOBER 17, 2023

Leadership and team management in account management Effective leadership and team management play a pivotal role in the success of an account management team. Implement technology and tools Leverage technology and tools that facilitate account management. Superior together. Enhance forecast accuracy.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

SBI

AUGUST 2, 2019

Sales personnel spend significant time in their CRM systems, so having both companies’ technologies integrated on one platform will make their jobs easier and help them reach their targets. Closing the gap between CRM and sales methodology programs, Revegy provides powerful visual solutions for account, opportunity and portfolio planning.

Account Planning 32

Account Planning Account Management CRM B2B 32

DemandFarm

AUGUST 22, 2024

They collect data from various sources, such as CRM systems, emails, and social media, to create comprehensive maps that can be easily interpreted and acted upon. This tool integrates seamlessly with major CRM systems like Salesforce, making it easy to gather and visualize data. Best Business Relationship Mapping Tools in 2024 1.

Brainstorming 40

Brainstorming Decision-making Stakeholders Software 40

PandaDoc

APRIL 21, 2023

Have a growth plan for each account. These plans must factor in each account’s uniqueness to maximize strengths and manage weaknesses. Notify the leadership team and account owners of your plans. It’s paramount that account managers maintain a good rapport with clients. decline in win rates.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

SalesGlobe

NOVEMBER 10, 2023

This is the stage where your company is building marketing campaigns, planning events or an account plan, all with the intent of getting the attention of the buyer and creating that first level of engagement with them where the buyer is interested in learning more. Buyer Engagement – First Gate.

Sales 52

Sales Account Planning B2C Organization 52

SBI

JULY 21, 2020

Develop an account-based marketing plan that sales and marketing agree upon but, be agile to changing needs of key individual accounts. Account-based marketing plans will look to data to help formulate the accounts that are potentially soon to be in-market for your products. Don’t be distracted by this.

Sales 56

Sales Retail Marketing B2B 56

Luminas Strategy

SEPTEMBER 26, 2022

That’s not a bad arrangement either, especially in companies where salespeople require education in products, selling processes, account planning, etc. If you agree that sales ops is going to own customer relationship management (CRM), quota setting, or pricing, you’d meet monthly with Marketing, Finance, and IT.

Finance 52

Finance Sales Account Planning Organization 52