Upland

DECEMBER 6, 2021

When working together on account plans and opportunity plans, it’s all too easy for nuggets of insight to get typed into various documents and saved to dispersed cloud drives and local computers never to be found again. This way, teams can collaborate more efficiently to refine account plans and win opportunities.

Account Planning 195

Account Planning Account Management Organization Customer Success 195

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. This is why so many attempts at effective account planning go wrong.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

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

Upland

AUGUST 9, 2023

Although account planning software and insight mapping technology can help your team uncover things hidden within an account, that information must be verified with the customer themselves. Account planning is at the backbone. Learn more about how account planning can help you build partnerships via the eBook below.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

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

ProlifIQ

SEPTEMBER 6, 2022

The Myth of Account Planning. Most people relate account planning to something like a quarterly business review (QBR), where sellers and leaders will give an in-depth presentation on the state of their top accounts. Look back at your previous account plans; what actions were taken to successfully close this deal?

Account Planning 52

Account Planning Stakeholders CRM Leadership 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

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

ProlifIQ

OCTOBER 30, 2024

Key features and functionalities of KAM technology typically include: Account Planning and Mapping By Location : KAM technology facilitates the creation of comprehensive account plans, enabling organizations to define clear objectives, strategies, and action plans for each key account.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Quip

SEPTEMBER 23, 2020

I am a Salesforce Administrator who has recently discovered Quip, an amazing document creation and collaboration tool that lives inside of Salesforce. Quip allowed us to reduce three documents into a single document — our Strategic Account Plan. This is when I discovered my favorite use case. Pilot Goal.

Account Planning 52

Account Planning Leadership Customer Success Meetings 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

Revegy

JANUARY 27, 2021

Sales plans aren’t static documents. In this session with Joe Monastiero, VP of Global Sales at Revegy, you will learn why sales planning is mission-critical in 2021 and come away with a proven framework for account and opportunity planning. Ways to prevent your 2021 sales plan from becoming shelf-ware.

Account Planning 52

Account Planning Sales Account Management Management 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

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

Quip

NOVEMBER 17, 2020

He shared with us his company’s experience rolling out Salesforce Anywhere for account planning. Why Salesforce Anywhere for account planning? This ability to iteratively design account planning templates was pivotal to our decision to opt for Salesforce Anywhere.

Account Planning 52

Account Planning Suppliers Healthcare Manufacturing 52

Upland

MAY 5, 2023

Being a trusted advisor is how you get into that room. In Not Just Another Vendor, the latest, indispensable book on account planning to come out of Altify, we learn about one seller who took a long time to learn this lesson. Sales were good, but they weren’t great. And he always came prepared. “It

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

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

Account Manager Tips

SEPTEMBER 29, 2020

1) Sales Intelligence: LinkedIn Sales Navigator (2) Appointment scheduling: Arrangr (3) Sales automation & engagement: Salesmate.io (4) Database: Airtable (5) Note taking: Milanote (6) Task Management: Todoist (7) Document Management: Bit.ai 7) Document Management: Bit.ai Table of Contents. (1) Conclusion. Click to Tweet. (1)

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

Quip

OCTOBER 20, 2020

In the Winter ’21 Salesforce Release , we’ve focused on expanding the breadth of CRM functionality so that your teams can easily standardize best practices, automate repeatable processes, and ignite teamwork by bringing live Salesforce data into Quip documents and associating Quip documents with Salesforce records.

Account Planning 98

Account Planning Innovation CRM Management 98

Upland

JULY 10, 2023

(“Account-Based Selling Technologies: What You Need To Know – Forrester”) Or to put it even more bluntly in the words of Phil Trapani of Upland Altify: “I’ve never seen an organization put a good account planning practice in place without good software to support them.” Altify Insights doesn’t replace anything a seller is already doing – (..)

Decision-making 195

Decision-making B2B Account Planning Software 195

Hubspot Sales

JULY 22, 2020

Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.” Plan 2 Win’s Account Plan Pro, Pre Call Plan, and Territory Plan Pro make it possible to plan strategic account sales and sales territories that result in closing deals with high-value customers.

Account Planning 131

Account Planning Sales CRM Prioritization 131

DemandFarm

NOVEMBER 22, 2024

Responsiveness & Monitoring Proactive monitoring of relationship health Timely action on account issues or feedback Utilization of analytics to anticipate and address risks 7. This enables proactive adjustments based on real-time insights.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Sales Latitude

AUGUST 2, 2018

Do Thorough and Proactive Account Planning. To do proper account planning , you need to do all of the above and think three years out. Document buyers’ specific goals, strategies and priority initiatives at the corporate level. Without this thorough account planning, how will you know what to put in your pipeline?

Account Planning 76

Account Planning Sales Facilitation Leadership 76

Account Manager Tips

JULY 28, 2020

Chapters 00:00 Introduction 01:21 Why changing mindset towards account management was the biggest obstacle. 03:53 Why you need to keep account plans simple. 09:03 Account plans are the evidence of the value you create for your clients. 09:49 Should you share account plans with clients?

Account Management 130

Account Management Management Account Planning Organization 130

Account Manager Tips

JUNE 29, 2021

A request for proposal (RFP) is a document clients create that defines their requirements for the provision of goods and services. Create a joint account plan well before the renewal date. Include a SWOT analysis in your account plan. Which would you prefer? Suppliers submit proposals to provide them.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. Many sellers engage in opportunity planning when they pose questions such as: What business problem are you trying to solve for the customer? Account Management. What plan of action will keep the relationship healthy and profitable?

Account Management 133

Account Management Sales Account Planning CRM 133

Miller Heiman Group

JANUARY 31, 2019

Being buyer-centric with existing accounts requires excellent account planning. Account planning goes beyond simply renewing existing products or a list of future products to present to the buyer. A real account plan is a living document that defines the goals of the relationship with a focus on actual value.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Hubspot Sales

SEPTEMBER 26, 2018

Strategic Account Management Planning Tools. With so many inputs to consider in the strategic account planning process, it’s important sales professionals have the right tools to manage and track their research and relationships. There are many options for account planning tools and templates.

Account Management 104

Account Management Management Stakeholders Profitability 104

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. Document the desired future state, including the desired outcomes and the priority of those outcomes.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

SalesPop

MAY 7, 2021

We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. These documents must be accessible for anyone looking into or involved in the project.

Account Management 98

Account Management Management Innovation Account Planning 98

Upland

NOVEMBER 27, 2023

It’s a 10x factor approach.” Work as a team As with every aspect of account planning, sellers will be most successful if they approach insight-gathering as a team. “When you collaborate, you’re getting the big picture,” says Billy. What’s driving that business to make decisions?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 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. Document the key pain points that RevOps needs to address.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 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 Process.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SBI

JULY 1, 2020

Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Collaborate Beyond Sales.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Upland

SEPTEMBER 29, 2023

This approach is called an account-based marketing and account-based sales model, and the revenue team is the foundation on which it is built. The Benefits of Stakeholder Mapping Stakeholder mapping is all about getting to know your customers, just as Scott’s team did. If you do this right, the results will be incredible.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195