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

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. An end-to-end technology solutions: Covering pre and post-sale engagements makes kam technology different.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Account Manager Tips

MAY 25, 2021

You might think your biggest accounts or your most complex accounts are your most valuable customers. Key accounts can be big or small, local or global. Because what makes a key account is its future value. Establishing influential business relationships with decision-makers is a primary goal.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Arpedio

APRIL 30, 2024

Get started today Identifying Customer Value In order to succeed in sales, it is crucial to identify and understand the customer’s pain points. By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

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

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Arpedio

OCTOBER 11, 2021

Define the role of your KAMs or SAMs as leaders in your business SAMA offers a vital community to accelerate KAM programs It’s Strategic Account PlannING, not Account Plan Digital has permanently transformed the KAM role. The mindset shift from account plans to account planning is essential.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Mercuri International

MAY 23, 2023

However, while it’s tempting to debate the full breadth of philosophical and ethical issues that AI — particularly generative AI — raises, it’s also useful to look at it at a more pragmatic level and ask, “What exactly can it do for my job, and what changes do I need to make to the way I think, if I’m going to benefit?” Create digital twins.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create sustained value. Add value on a regular basis and show your client the benefits of your partnership well in advance of the renewal. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

JANUARY 9, 2024

Let’s delve into why these measurement tools are pivotal for driving success in account management : Strategic Decision-Making: Metrics and KPIs provide a data-driven foundation for strategic decision-making. This, in turn, informs strategic decisions that are aligned with customer needs and business goals.

Account Management 52

Account Management Management Client Relationships Account Planning 52

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. Only then can you put together a true value proposition for each unique buyer. Here is where account planning can really make or break your selling strategy.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Brooks Group

OCTOBER 14, 2024

To use this approach effectively, sales professionals must be able to ask open-ended questions , listen actively, problem-solve, negotiate, and focus on value rather than price. Strategic Account Planning Teach methods for analyzing and growing key accounts. Teach empathy and how to handle difficult conversations.

Emotional Intelligence 52

Emotional Intelligence Negotiation Sales Training Construction 52

ProlifIQ

APRIL 21, 2023

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

ProlifIQ

JUNE 21, 2023

This alignment helps in driving sustainable growth and ensuring the overall success of the strategic account management program. Account plans are instrumental in managing and retaining strategic accounts. Stakeholder mapping plays a vital role in strategic account management.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability. They make centralized buying decisions, at least on a regional level.

Key Account Management 52

Key Account Management Account Management Global Accounts Ecosystem Leadership 52

SmartKarrot

NOVEMBER 9, 2022

It takes both art and science to handle key accounts. Some aspects of account planning are constructing a sales strategy, developing a consistent technique for gathering background information on important clients, and establishing relationships based on proactive management and support. The definition of key account plan.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

Arpedio

APRIL 29, 2024

By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. By assessing the budget early on, you can determine whether the prospect has the necessary funds to make a purchase. This represents the decision-making power of the prospect.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

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

Mercuri International

JULY 1, 2021

Sometimes it’s the one who has the most profitable or high-profile account. Or the KAM who makes the best business case for investment. Thus, making internal alignment central in KAM in order to exchange value and serve the key accounts (KA) long-term.”. Sometimes it’s the KAM with the best internal relationships.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

OnStrategyHQ

DECEMBER 20, 2023

You need to choose someone to oversee the strategy implementation (Chief Strategy Officer or Strategy Director) and strategic management of your plan? You need some of the key individuals and decision makers for this team. OnStrategy is the leader in strategic planning and performance management. What are we best at?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Arpedio

MARCH 26, 2024

It is the crucial period during which potential leads are identified, qualified, and nurtured before they are ready to make a purchasing decision. Value Proposition: Clearly articulate the value proposition of the proposed solution, highlighting the benefits, advantages, and return on investment (ROI) it offers.

Value Proposition 52

Value Proposition Prioritization Sales Organization 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

Hubspot Sales

MAY 19, 2020

In fact, equipped with the right approach, marketing and sales teams can pick their accounts together in as little as an hour. Picking the wrong targets will make it hard for sales and marketing to align and will lead to poor financial results. Identify accounts that will add credibility to your brand. The best part?

Decision-making 119

Decision-making Management Acquisition Value Proposition 119

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 132

Key Account Management Account Management Management Account Strategy 132

Arpedio

JULY 12, 2023

Nevertheless, account-based selling is skyrocketing in popularity these days with mentions from e.g. Gartner and Forrester. And what is it about them that makes them such a good fit? While the main goal of account-based marketing is to generate leads for Sales, account-based selling aims to convert these leads into paying customers.

Marketing 52

Marketing Advertising Decision-making Communication 52

Arpedio

MAY 31, 2024

The Preferred Account-Based Selling Platform Our platform provides visual org charts, stakeholder relationship heat maps, up-to-date account plans, recommended next-best actions, accurate weighted pipelines, and white space analysis. Value : Understanding and clearly communicating what the company is selling is vital.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Openview

MAY 1, 2018

The sales leader spends time on the deal during 1:1 sessions, strategic account planning, and helping to quarterback the deal. Let’s take a look at 3 of those biggest factors: Factor #1: The Solution’s Value Wasn’t Properly Established Up Front. Factor #2: The Decision Makers and Influencers Weren’t Determined Early Enough.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

Account Manager Tips

JULY 9, 2020

A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. You never get a second chance to make a first impression. A 90 day plan will make sure you get the kind of results that leave no doubt in anyone's mind they made the right decision to hire you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. But it’s a very similar dynamic, I’m still creating a plan. I’m working toward that plan. And so, as account managers, we need to understand at a really deep level, what’s going on here?

Account Management 98

Account Management Management Account Planning Co-Creation 98

SalesGlobe

APRIL 19, 2022

The moment the organization has a green light to access the information, the team can go in and quickly mitigate risks and the sales leader can communicate a message that resonates and makes sense. Roles are validated, and where they may be different, it’s time to challenge the status quo and understand where consolidation makes sense.

Sales 52

Sales Acquisition Decision-making Communication 52

Arpedio

MARCH 27, 2023

This includes everything from identifying and qualifying leads, to tracking touchpoints and communications with prospects, to forecasting potential sales, to finally analyzing data to make your sales process even more efficient. Value Proposition 4. Identify Decision Makers 5. Prospecting 2. Qualification 3.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

This includes everything from identifying and qualifying leads, to tracking touchpoints and communications with prospects, to forecasting potential sales, to finally analyzing data to make your sales process even more efficient. Value Proposition 4. Identify Decision Makers 5. Prospecting 2. Qualification 3.

Software 52

Software Software Management Sales 52

SmartKarrot

AUGUST 26, 2021

Create, execute, and oversee account plans to track customer opportunities, activities, and projects and ensure engagement by appropriate parties throughout. Effectively articulate value propositions, create interest, and generate excitement through customer presentations.

Customer Success 19

Customer Success Value Proposition Account Planning Onboarding 19

SBI

NOVEMBER 7, 2019

By combining Seismic’s industry leading sales enablement and asset management functionality with Percolate’s content orchestration and campaign planning tools, marketers will have comprehensive control and agility to efficiently align the most compelling and personalized content wherever and whenever the customer interacts with their brand.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20