Upland

FEBRUARY 17, 2023

With so many digital channels available for learning about a potential solution, only 17% of their time is being spent on interacting with potential vendors. “Buying groups purchase from those they know” says Marrs. Account Planning Lastly, account planning is a must for effectively navigating buying groups.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Upland

JUNE 14, 2023

And how can account planning help? These include an uncertain economic landscape, attracting and retaining top-notch talent, crossing the digital divide, and staying relevant even as the competition grows fiercer. What is clear, however, is the importance of winning in regard to the digital space.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Remote Working 195

Upland

JULY 9, 2020

The reality of today’s digital-first world is that customers are already in the center of your business – whether prospects and existing accounts. 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.

Account Management 195

Account Management Management Account Planning Digitalization 195

Upland

JANUARY 26, 2023

Technological innovations, digitalization and workstyle evolutions that were being signaled years ago have today come to fruition. 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

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

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

Quip

NOVEMBER 17, 2020

As Digital Project Leader, Henry Wellbelove leads the implementation of Salesforce Anywhere at Cytiva , formerly part of GE Healthcare Life Sciences. He shared with us his company’s experience rolling out Salesforce Anywhere for account planning. Why Salesforce Anywhere for account planning?

Account Planning 52

Account Planning Suppliers Healthcare Manufacturing 52

DemandFarm

OCTOBER 19, 2023

Discover how Zebra Technologies streamlined account planning and stakeholder engagement with DemandFarm. Learn how they simplified complex relationships, digitized account planning, and achieved a 12% boost in win-rates, along with a 60% reduction in time spent on manual tasks.

Account Planning 52

Account Planning Stakeholders Digitalization 52

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

Upland

AUGUST 18, 2023

Dreamforce 2023 Happy Hour – Where Cocktails, Conversations, and Account Planning Mix For those passionate about account planning in Salesforce, the Upland Altify Happy Hour Networking event is the perfect opportunity to dive headfirst into account planning in the new world of artificial intelligence, augmented intelligence, and digital transformation. (..)

Artificial Intelligence 195

Artificial Intelligence Account Planning Innovation Digital Transformation 195

DemandFarm

APRIL 4, 2023

The question ‘is it time to go digital with your KAM’ can be addressed from two perspectives – internal and external. In uncertain times, what is generally seen with customers is that the tacit knowledge of key accounts is retained by certain account managers. Why should you adopt Digital Key Account Management?

Key Account Management 52

Key Account Management Account Management Digitalization Management 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. When a lot of tools are used to keep track of your accounts, you will often operate in silos within your ecosystem.

Account Management 52

Account Management Digitalization Management Account Planning 52

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

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

Account Manager Tips

MARCH 23, 2021

It's exciting stuff with unlimited potential and the reason why you should look beyond volume to identify key accounts to create long-term business growth. READ: The Ultimate One Page Key Account Plan Template Crowdsourced key account definition There are a lot of opinions on how to identify key accounts.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Arpedio

MARCH 5, 2025

ARPEDIO Featured on Salesforces AgentExchange Go to AgentExchange Back to blog ARPEDIO, a leading Account-Based Selling platform , leveraging AI to enhance and automate the sales process, is proud to be prominently featured on Salesforce’s AgentExchange , the trusted marketplace and community for Agentforce. Superior together.

Innovation 52

Innovation Digitalization Account Planning Decision-making 52

Upland

MARCH 29, 2023

The importance of relationship management At the onset of the pandemic, it seemed that digital selling had been launched forward years. This is part of the mindset shift required to become effective at relationship management and is also a key aspect of account planning. Suddenly, everyone was on the same playing field.

CRM 195

CRM Management Stakeholders Decision-making 195

DemandFarm

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

JANUARY 14, 2021

Transform frameworks and best practices into digitized automated processes. Download your "digital sales and account management coach" now. ? Interested in how to become even more successful in your strategic account planning and complex sales? Download your "digital sales and account management coach" now.

Digitalization 52

Digitalization Account Management B2B Innovation 52

Account Manager Tips

OCTOBER 11, 2021

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. Commit to targets Plan activities Coordinate resources Manage risk Get results. Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

DemandFarm

APRIL 21, 2023

With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

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. 17:19 Designing and standardizing strategic account management. Time Stamps.

Account Management 130

Account Management Business Growth Management Account Planning 130

DemandFarm

AUGUST 11, 2023

The B2B landscape is undergoing a dynamic transformation, propelled by the forces of digitization, technological breakthroughs, and evolving workstyles. Account-based marketing or ABM is one such strategy that is aligned with account-based sales to target high-value accounts with personalized and targeted campaigns.

Digitalization 52

Digitalization Artificial Intelligence Advertising Customer Experience 52

Account Manager Tips

JULY 6, 2022

You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. I use Hyper Island all the time to improve engagement, interactivity and creative thinking especially in client business reviews and account planning sessions. +

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

DemandFarm

MAY 25, 2023

For those of you who haven’t guessed, the right answer is digital transformation. Building a Digital Mindset Digital transformation is the integration of digital technology into various aspects of an organization. We’ve all been Brendon or Sarah or any of the others to some degree or another. Before and after what??

Account Management 52

Account Management Digitalization Key Account Management Management 52

DemandFarm

MAY 22, 2023

There are plenty of similarities between the roles of a Sales Manager and a Key Account Manager, but equally, they are quite different. While we examine these, let’s also look at how each role can benefit from Digital Key Account Management. Improved collaboration Sales Managers: Streamlining coordination with digital platforms.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Mike Kunkle

MAY 11, 2022

This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Strategic Account Management. Account Planning. Part of Strategic Account Management. Sales Acumen.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

DemandFarm

JUNE 2, 2023

In this podcast, you’ll get to: Understand emerging trends in customer success Align product features with customers’ top-level business objectives Address challenges in account planning and governance Leverage analytics and Big Data for customer success and account management Tune in to The Shift today!

Key Account Management 52

Key Account Management Account Management Digitalization Government 52

Revegy

OCTOBER 2, 2019

of sales organizations don’t take advantage of account planning to grow their strategic accounts. Add to this the geographic scope of key accounts and the added layer of complexity that managing against regional competitors, pricing, and culture inherently brings. 3. Digitization. 5. Managing Your Tech Stack.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

Openview

MAY 10, 2019

Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. Step 1: Get to Know Your Learning Audience.

Sales 88

Sales Account Planning Digitalization Innovation 88

Revegy

FEBRUARY 25, 2020

Thousands of sellers tout the following framework benefits: Comprehensive account planning. Reduce repetitive work via digital automation & process standardization. The framework is a proven tool that thousands of sales professionals apply in several ways: Account planning. Business-led client conversations.

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

Account Manager Tips

AUGUST 3, 2022

About DemandFarm: Traditional CRMs aren’t designed for account management. DemandFarm makes account planning effortless, scalable, collaborative and data driven by digitizing key account management best practices so you can be more effective.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

DemandFarm

JUNE 3, 2024

We’ve paid close attention to factors of critical importance in the strategic account management space, like the ease of use, customizability, 2 way sync with your CRM, and quality of support. DemandFarm DemandFarm is a robust, comprehensive solution for managing your key account portfolio. Prolifiq.ai

Account Planning 52

Account Planning Key Account Management Account Management Onboarding 52

Revegy

JUNE 20, 2019

They addressed which areas sales organizations should focus on to prepare for the next recession and highlighted the value of digital tools. In the article, Kovac and Cleghord recommended Revegy as a top account management tool that turns tactical opportunity-tracking tool into a powerful strategic planning tool.

Account Management 40

Account Management Management Account Planning Digitalization 40

KAM With Passion

FEBRUARY 22, 2021

The other most usual KAM-specific processes include: the selection and deselection of Key Accounts, resources allocation and alignment, the building and management of account teams and account plans, as well as goal setting for the short and medium term along multiple dimensions.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

Account Management Skills

AUGUST 24, 2021

So think strategically about the customer, which can also mean that we are building account plans, for example, we’re looking at the org chart to understand who’s who are the relationship map, who’s who within the organisation. Some of that is the templates on building engagement plans or account plans.

Account Management 98

Account Management Management Account Planning Co-Creation 98