Account Planning Customer Value Organization 
Upland
JANUARY 29, 2024
Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. Why account planning is essential to boost sales productivity Account planning is the process of mapping out key aspects of a potential customer or account.
Strategic Account Management Association
JULY 13, 2021
Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. The pandemic has forced organizations to pivot and reinvent how they engage with customers. Five Elements of a COE.
Strategic Account Management Association
OCTOBER 26, 2021
In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.
Hubspot Sales
JULY 7, 2019
To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape. This strategic account plan template will help you: Expand your understanding of your customer’s business, goals, and motivations.
SalesGlobe
FEBRUARY 11, 2021
When I hear the words “strategic account planning” in a meeting, I usually notice a range of involuntary visceral reactions, from understated moans to eye-rolls and furrowed brows. Nobody thinks of account planning as aspirational. Aspirational account planning revolves around how you think about and with the customer.
Janek Performance Group: Account Planning
OCTOBER 25, 2023
When selling to existing customers, 56 percent achieve win rates greater than 50 percent. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Plus, with account planning, 74 percent see increased win rates.
Account Manager Tips
JULY 6, 2022
And to stay on track, you need account planning and coordination processes in place. Bring the wider organization into your value co-creation mission. By the way, check out my interview with Phil in which he shares the 12 Tenets of Account Management. Organizational cooperation. You can do this alone.
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