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. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? You need to understand the entire account landscape.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

ProlifIQ

DECEMBER 18, 2024

Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. Let’s talk about how to use AI in account planning. Your account plan is going to be on the right foot.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Shareholders Decision-making Key Account Management 130

ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.

Account Planning 98

Account Planning B2B Decision-making Stakeholders 98

ProlifIQ

OCTOBER 30, 2024

KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. Capabilities of KAM Technology Solutions That A Company Needs Map out stakeholders by location, business unit, or job function.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

ProlifIQ

APRIL 8, 2021

Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . Here, we’ll talk about how an account planning strategy can help you shorten your selling cycle and close major deals even faster than before. A higher number of stakeholders.

Account Planning 91

Account Planning Key Account Management Account Management Decision-making 91

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Define price strategy. Create sustained value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Brooks Group

JANUARY 9, 2025

Account management training should emphasize the following skills: Relationship building and maintenance: Cultivate strong, long-term connections with key stakeholders through consistent communication and value delivery. Project management: Orchestrate multiple initiatives and stakeholders to ensure successful solution implementation.

Account Management 99

Account Management Management Sales Account Growth 99

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. It means building out a robust understanding of roles in the decision-making process, how (and to what extent) they exert influence and what priorities are top-of-their-mind.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

JANUARY 26, 2023

Marketing can help produce complex, tailored marketing plans that use precision targeting to make sure their campaigns and content are targeting key accounts. Ideal Customer Profile (ICP) : The ideal customer profile is one of the core pillars of a successful account-based selling program.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

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

MARCH 23, 2023

Who makes the final decision? While at first, these questions might appear distinct, at heart they are all asking the same thing – how effectively has the team been able to build relationships in the account? These usually include: What’s the latest update? Who are we talking to? Who else do we need to talk to?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

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

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. Your key accounts are your most desired customers.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

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. Using the Stakeholder Wheel Job Aid (Click here to download the tool), walk your rep through the BDT.

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. 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

Upland

JULY 12, 2023

And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc. It moved us from talking about qualification to talking about account planning more broadly.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

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

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. The political landscape within the account will be much, much more complex. 3.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. 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. Create a template.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Louise Collins Associates

JULY 20, 2017

What makes an account plan great? For me, a great account plan is something that tells the account story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles. A great account plan should present a clear story.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 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

DemandFarm

MARCH 31, 2025

Managing B2B deals means dealing with buying committees theres rarely a single decision-maker. 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. Enterprise teams managing complex B2B sales with multiple stakeholders.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

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

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

Openview

MARCH 26, 2018

Arguably one of the most underrated elements of enterprise sales is account planning. However, even though strategic account planning sessions are viewed by the sales organization as helpful and important, they simply don’t happen often enough. said that salespeople are “encouraged” to develop strategic account plans.

Account Planning 33

Account Planning Procurement Decision-making Small Business 33

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. Psst Case in point, nearly 4 in 10 decision-makers change roles every year.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 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

Whetstone

JANUARY 8, 2025

They provide critical support, resolve internal roadblocks, and help the SAM gain access to higher-level customer stakeholders. The SAM, like the climber, leads the ascent, makes strategic decisions, and focuses on reaching the summit. This makes SAMs uniquely positioned to coach their sponsors effectively.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

DemandFarm

MARCH 31, 2025

But Key Account Management is more than just structured datait requires real-time insights from multiple sources. Conversations, stakeholder engagement, external market intelligence, and predictive signals all play a crucial role in shaping long-term growth. Key Account Management is not an extension of sales.

Key Account Management 52

Key Account Management Account Management Management CRM 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

DemandFarm

DECEMBER 27, 2024

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. This depth of insights ensures your strategy aligns with the unique needs of each account. Why Should You Consider It?

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

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

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.

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

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

ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.

Account Planning 52

Account Planning B2B Decision-making Stakeholders 52