Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Upland

MAY 4, 2023

It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth. That makes it essential to win as many contracts as possible and maximize each opportunity. How can sellers deal with uncertainty to help increase deal size?

Sales 356

Sales Decision-making Organization Negotiation 356

SBI Growth

JANUARY 27, 2014

Account Planning. THE BUYING DECISION TEAM. The first step in deal strategy is identifying the Buying Decision Team (BDT). There are four categories to mapping the Buying Decision Team: Economic Buyer. Help him to identify anyone that influences the buying decision. ACCOUNT PLANNING.

Account Planning 121

Account Planning Stakeholders Decision-making Prioritization 121

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. AI-driven analytics can flag accounts that are at risk of churn by analyzing email response rates, recent product usage, and support interactions.

Account Management 40

Account Management Key Account Management Management Account Planning 40

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. How RevOps Helps in Key Account Management?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Janek Performance Group: Account Planning

JULY 25, 2023

As such, they often prioritize new accounts. For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

DemandFarm

NOVEMBER 22, 2024

Data-Driven Decision-Making Effective KAMs use data to stay one step ahead. Monitoring Progress against KPIs Growth Planning: Do they proactively work with economic decision makers to co-create value-driven growth plans?

Key Account Management 52

Key Account Management Account Management Management Stakeholders 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

DemandFarm

JUNE 13, 2023

Account Planning Readiness Assessment: Developed by Forrester Assess your organization’s readiness for effective account planning with this downloadable checklist by Forrester. Receive actionable guidance and industry expertise to enhance your account planning capabilities and drive long-term success.

Account Planning 52

Account Planning Facilitation Prioritization Decision-making 52

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

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

Arpedio

JANUARY 22, 2025

Predictive analytics : Forecast trends, identify cross-selling opportunities, and prioritize high-converting accounts. Sales intelligence tools : Gather detailed insights about target accounts for tailored approaches. Automation tools : Automate repetitive tasks and free up time for strategic activities.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

Upland

MAY 5, 2023

It means being brought into the inner-circle, being there when the big questions are asked, and the big decisions are made. I’m here to talk about you.’” At first, the customer wasn’t sure what to make of his new persona. Inertia is, after all, one of the strongest forces in the universe. And he always came prepared. “It

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.

Account Planning 131

Account Planning Sales CRM Prioritization 131

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

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

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. As companies mature, digital channels for researching account planning tools also diversify.

Account Planning 52

Account Planning CRM Energy and Utilities Account Management 52

Arpedio

MARCH 12, 2025

Sales teams frequently store critical information in spreadsheets , emails, or isolated CRM instances, making it difficult to access a unified view of an account. Sales reps may lack visibility into key interactions with an account, leading to misalignment between teams.

Stakeholders 52

Stakeholders Decision-making Government Account Planning 52

Cosawi

NOVEMBER 26, 2024

Active Engagement: Executives must be actively involved in SAM initiatives, not just as sponsors but as participants in key activities and decision-making processes. This strategic touchpoint management enhances the relationship and accelerates decision-making by aligning with where the customer is in their buying journey. •

Innovation 52

Innovation Account Management Account Planning Decision-making 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

Brooks Group

OCTOBER 14, 2024

By prioritizing customer needs over immediate sales, sales professionals demonstrate genuine interest in the customer’s success. Strategic Account Planning Teach methods for analyzing and growing key accounts. Develop skills for creating long-term account management strategies.

Emotional Intelligence 68

Emotional Intelligence Negotiation Sales Training Construction 68

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Prioritizing finding people with influence within an account will help you earn support and avoid being blindsided by an unknown detractor.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

NOVEMBER 27, 2023

What’s putting the squeeze on your customer’s key decision-makers? Make sure the one you’re ready to help with is a member of the cho- sen few. Once you know where to focus, it’s all about leaning into the natural curiosity that makes sellers good at what they do. What’s driving that business to make decisions?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 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

Arpedio

JANUARY 5, 2024

Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth. It is the blueprint to navigate the complexities of customer engagements and the secret weapon to unlock the true potential of your accounts.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

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

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. Incorporating defined processes can make it easier to measure, manage, and coach salespeople. Is this individual the appropriate decision-maker for this purchase? What plan of action will keep the relationship healthy and profitable? Call Management.

Account Management 133

Account Management Sales Account Planning CRM 133

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

MARCH 18, 2019

How to write a key account management plan. Some final thoughts on making your key account management strategy a success. Key Account Management. Key account management is the process of building long-term relationships with your company's most valuable accounts. How to Identify Key Accounts.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in.

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91

Xant

JUNE 16, 2021

Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. 86% of buyers are willing to pay more for a great customer experience and 93% of consumers say that online reviews influence their decision to buy or not buy. The Value of Rev Ops. Rev Ops Tools.

CRM 105

CRM Sales Prioritization Decision-making 105

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. How can you use sales analytics and strategic objectives to prioritize those gaps? The Sales Systems.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Business Reviews in a Key Account Management context. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Miller Heiman Group

JANUARY 31, 2019

On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. This is understandable: No one wants to lose an account altogether by taking a risk attempting to upsell and then making a fatal mistake if it doesn’t go well.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

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

Cosawi

JANUARY 24, 2025

Think about your own company: how is your marketing integrated with your strategic account planning and work? Training in data-driven decision-making, customer insight generation, and solution co-creation bridges skill gaps and enhances team integration and performance. KAM is not an individual sport it is a team effort.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40