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

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. A request for proposal (RFP) is a document clients create that defines their requirements for the provision of goods and services. GRAHAM Different stakeholders will value different things. Improve communication.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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

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

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

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

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

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account Management 104

Account Management Management Stakeholders Profitability 104

Quip

NOVEMBER 17, 2020

But what about really complex processes like – account planning, close plans, and account transitions. We’ve even built a library of customizable best practice template documents that you can take and connect to any point or stage in your sales cycle. Account transitions. Territory plans.

Stakeholders 52

Stakeholders Account Planning Decision-making Sales 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

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? Who are the stakeholders you need to engage with? What plan of action will keep the relationship healthy and profitable?

Account Management 133

Account Management Sales Account Planning CRM 133

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

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

ProlifIQ

OCTOBER 30, 2024

Personalize Engagements : Tailor your interactions and offerings to each key account’s specific needs and preferences, leveraging the comprehensive data and insights provided by KAM technology. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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? “We

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Account Manager Tips

JULY 9, 2020

That way you won't miss any important requirements in your 90 day plan and ensure you use the right terminology rather than generic objectives and results. For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead.

Account Management 130

Account Management Management Key Account Management Stakeholders 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

Sales Latitude

JUNE 29, 2017

Most top performers create a calling rotation plan to ensure they regularly stay in touch with key stakeholders (weekly, monthly, quarterly or annually). The decision on how often to call each key stakeholder is based on their knowledge of their customer’s/prospect’s short-, medium- and long-term priorities.

Stakeholders 74

Stakeholders Sales Decision-making Management 74

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

ProlifIQ

JUNE 12, 2024

Stakeholders: Understanding “who is who” and the footprint of an account. This will determine how you leverage your team for communication with different stakeholders across the organization. Planning in Key Account Management Grab our template on account planning! Also, areas for quick wins!

Key Account Management 52

Key Account Management Account Planning Stakeholders Account Management 52

DemandFarm

MARCH 31, 2023

Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges. One of the primary challenges that organizations face is carving out time to document things in the tool. Have you understood all the stakeholders involved?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

ProlifIQ

JULY 31, 2024

Work through your internal champions to meet additional stakeholders. A good template and cross-sell process clearly lays out which products or services are being used by who, and which stakeholders need to be engaged to create additional opportunities.

Account Planning 52

Account Planning Account Management CRM Stakeholders 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. Which key stakeholders are your “champions” and will help you retain the account, or even grow it?

Account Management 52

Account Management Management Account Planning Stakeholders 52

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. This requires collaboration and a well-documented account plan. . Account Visibility = Agility. This also provides a better customer experience.

Procurement 57

Procurement Sales Account Planning Stakeholders 57

ProlifIQ

FEBRUARY 13, 2023

This is especially critical when dealing with large accounts with the potential to upsell. Large accounts typically come with a large number of stakeholders the seller must engage, as well as technical obstacles and red tape to get past. This is where the account plan comes in handy.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

ProlifIQ

FEBRUARY 23, 2023

This will give you insight into the other players you’ll want to connect with and primes them to understand your solution affects multiple functions/stakeholders. This puts you in a position to bring a distinct POV to those stakeholders you just uncovered. Typically, those purchases required multiple stakeholders to be involved.

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 52

ProlifIQ

MAY 17, 2024

Can team members easily understand the various roles stakeholders have when they look into an account? Mapping out accounts makes team selling much easier, and enables the entire GTM team to surround, expand, and grow an account. There are often multiple key decision-makers involved in life sciences accounts.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

ProlifIQ

MAY 17, 2024

Can team members easily understand the various roles stakeholders have when they look into an account? Mapping out accounts makes team selling much easier, and enables the entire GTM team to surround, expand, and grow an account. There are often multiple key decision-makers involved in life sciences accounts.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

ProlifIQ

FEBRUARY 3, 2023

They shared how they’re structuring their teams, how their reps are being positioned to grow their largest accounts and the strategy they’re using to win more enterprise deals. Identifying The Right Accounts Account planning isn’t new, teams have done it for decades. You can check out the replay here.

Account Planning 52

Account Planning Stakeholders Decision-making Sales 52

ProlifIQ

JANUARY 31, 2023

The opportunity team in Salesforce typically consists opportunity team of a variety of different roles, such as sales reps, sales engineers, managers, and director/VP-level stakeholders. Each member usually has their own responsibilities that contribute to the progression and success of the sales cycle. For our company, that is Salesforce.

Stakeholders 52

Stakeholders CRM Meetings Sales 52

ProlifIQ

FEBRUARY 14, 2023

But what about stakeholders? A large part of that is documenting the buying path, leveraging your internal supporters, and more. The source indicates that the likelihood of winning the deal is by far the highest, in parallel with more stakeholders involved. Per Gong, deals with 3 stakeholders or more win at a much higher rate.

Management 52

Management Prioritization Stakeholders CRM 52

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. I’m updating internal and external stakeholders, and all that sort of stuff.

Account Management 98

Account Management Management Account Planning Co-Creation 98

ProlifIQ

FEBRUARY 27, 2023

Minimizing customer churn When prioritizing key accounts, a seller can proactively address any potential issues that may lead to client churn. It’s important to track the sentiment key stakeholders hold inside a key account. Try mapping out the key stakeholders inside a top account and tracking their sentiment.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52