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

DECEMBER 14, 2021

In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related. Slack integration is included for Altify Account Manager and Opportunity Manager customers. However, customers do need to bring their own Slack licenses.

Account Planning 195

Account Planning Account Management Publishing Organization 195

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

JULY 9, 2020

Instead, think about sales optimization strategy and account based strategy in order to align sales processes to customer journeys and help your customers capture value in every interaction. To do so, you’ll need to: Develop account management and portfolio plans. Bring everyone on the revenue team to the table.

Account Management 195

Account Management Management Account Planning Digitalization 195

Upland

JANUARY 26, 2023

In an account-based selling approach, the differentiation between teams like customer success, sales and marketing is less distinct. The odds of surface-level account information being enough to sway an entire buying committee are slim if not impossible. This is where account planning comes in.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

ProlifIQ

FEBRUARY 23, 2024

The State of Account Planning in 2024 2023 was a challenging year for go-to-market teams. With economic uncertainty, slowing growth, and more scrutiny on every purchase, many teams struggled to close deals and retain accounts. Win rates and customer retention are top metrics, but CRM adoption ranked high with SMBs.

Account Planning 52

Account Planning CRM Energy and Utilities Account Management 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

DemandFarm

APRIL 4, 2025

See how DemandFarm is redefining account planning in the era of AI, and finally making it possible for key account management teams to focus on selling.

Account Management 52

Account Management Meetings Account Planning Key Account Management 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

MARCH 13, 2023

Effective CRM systems, automation, and even things like account planning technologies have made sales forecasting more or less a daily activity, one that updates with the activity of your sales people. It is no longer about guesswork.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Quip

SEPTEMBER 23, 2020

Take three documents our customer success and sales teams use to maintain the health of our clients — the Account Plan, Win Room, and Customer Collaboration — and migrate them to Quip Documents. Quip allowed us to reduce three documents into a single document — our Strategic Account Plan. Pilot Goal.

Account Planning 52

Account Planning Leadership Customer Success Meetings 52

DemandFarm

APRIL 17, 2025

Align Teams Around Expansion Strategy: Give sales, marketing, and customer success a clear view of where to focus efforts. Accelerate Strategic Account Planning: Cut through complexity and make planning faster, clearer, and more data-driven.

Account Growth 52

Account Growth Account Planning Prioritization Account Management 52

Brooks Group

OCTOBER 14, 2024

By thoroughly understanding the customer’s situation, sales professionals can offer more relevant and effective solutions. This increases the likelihood of customer success and satisfaction. Here are nine selling skills to enhance customer retention and loyalty: 1.

Emotional Intelligence 76

Emotional Intelligence Negotiation Sales Training Construction 76

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. It shifts the focus from individual departmental objectives to collective success.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

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. 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

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

DemandFarm

NOVEMBER 22, 2024

Insight : Predictive analytics help identify clients who are likely to renew or expand, letting account managers take proactive steps to strengthen these accounts before renewal cycles. This collaborative approach drives timely adjustments and bespoke solutions, aligning company offerings with client growth strategies.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Brooks Group

APRIL 17, 2025

Manage Accounts Proactively Track each customers satisfaction level via regular check-ins and reviews so you can address potential issues before they become problems. Strengthen Customer Success Dedicate resources to ensure customers achieve their desired outcomes with your product or service.

Supply Chain 52

Supply Chain Sales Training Sales Suppliers 52

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

DemandFarm

AUGUST 31, 2023

In the business world, customer success management is no longer an afterthought; it’s a necessity. Consensus across research confirms: retaining existing customers costs 5 to 25 times less than acquiring new ones. Success lies in a tailored, strategic approach to customer success management.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success. Principles Behind Customer Success Strategies Customer success strategies are built on a proactive engagement model.

Account Management 52

Account Management Customer Success Management Energy and Utilities 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. 4) Align Your Approach to Your Customer’s Goals with Strategy Maps.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Upland

JULY 10, 2023

Need to synchronize teams and engage with buyers at a trusted advisor level Uncoordinated efforts to gain a foothold within an account, or even worse, different sellers coming disparately to contacts within an account, can have a monumentally bad impact on your efforts to build trust and gain that coveted trusted advisor status with customers.

Decision-making 195

Decision-making B2B Account Planning Software 195

Account Manager Tips

JULY 27, 2020

00:00 Introduction 01:31 How Calin got his start in account management. 03:34 The best thing about account management. 05:21 Account management at Netguru in the early days. 08:16 First task: double the size of the account management team. 15:33 Why embracing failure has been the secret to success. Time Stamps.

Account Management 130

Account Management Business Growth Management Account Planning 130

Arpedio

JUNE 20, 2023

Client Case study Rethinking Customer Success and Sales: A Collaborative Powerhouse in the SaaS industry Download full case study About The Case Study Due to pre-IPO considerations, the following case study has been anonymized to protect the identity of the company involved.

Customer Success 52

Customer Success Account Management Facilitation Stakeholders 52

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. Top Org Chart Tools for HubSpot in 2025 Lets dive into the top tools.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

Upland

SEPTEMBER 29, 2023

Recent studies point to the importance of relationship selling, the resurgence of face-to-face time in complex buying motions, and the need for sellers when deals are complex. 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 (..)

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

KAM With Passion

OCTOBER 7, 2020

It must also take into account the level of revenue or margin generated with each customer. The overall quality of the AM system is the main driver of customer satisfaction and of profitability. Key Account Management: A strategic choice and an act of faith.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

ProlifIQ

FEBRUARY 8, 2023

QBRs and Salespeople: The Key to True Customer Success and Growth There are certain truths to life that cannot be disputed. A quarterly business review is typically an event that takes place over the span of a few days to a week where sellers and a customer success manager come together to align on all of their key accounts.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

SBI

JULY 1, 2020

Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth. 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

FEBRUARY 13, 2023

In fact, most Saas companies get the majority of their revenue from existing customers. Therefore, customer satisfaction should be a top priority for businesses. As a customer success manager, successful customer onboardings are critical to the success of your company and the customers you serve.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

Engage Selling

NOVEMBER 29, 2019

It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More » I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy.

Account Management 88

Account Management Management Account Planning Sales Management 88

DemandFarm

MARCH 31, 2025

Today, AI-Driven KAM Platforms Provide: Multi-Tool Integration Offering a unified, real-time view of key accounts across not just CRMs (Salesforce, HubSpot, Microsoft Dynamics) but also customer success platforms, business intelligence tools, contract management systems, and external data sources.

Key Account Management 52

Key Account Management Account Management Management CRM 52

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. Check out DemandFarm’s free, on-demand Masterclass on ‘Making Account Plans Actionable, Measurable and Sustainable’ now!

Account Management 52

Account Management Digitalization Management Account Planning 52

Revegy

AUGUST 12, 2020

Account Intelligence is the Core of Customer Centricity. Developing customer insights isn’t a one-time, static exercise. It is an ongoing effort that should be an integrated part of your client development and account planning strategy. Account planning is more than just a strategic exercise.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

Insightly

FEBRUARY 18, 2022

For instance, marketing and customer service can get better insight into the sales process when they see phone call frequency/notes, email chains, or in-person interactions (events or quick meetings) that the sales team conducts. Better yet, this data is shared across teams like sales and customer success for better communication.

CRM 98

CRM Decision-making Client Onboarding Customer Experience 98