ProlifIQ

NOVEMBER 7, 2024

Salesforce Account Plans – Using Your CRM To Drive Strategy Salesforce account plans are a powerful feature within the Salesforce ecosystem, designed to streamline and enhance strategic account planning for B2B sales and account management professionals.

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Account Planning Account Management Decision-making CRM 52

ProlifIQ

DECEMBER 18, 2024

Let’s talk about how to use AI in account planning. Your account plan is going to be on the right foot. A Real Example of AI in Account Planning For those without access to paid AI tools, services like ChatGPT can still provide a wealth of information at no cost.

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Account Planning Management Value Proposition Account Management 52

ProlifIQ

MARCH 7, 2025

Pre-sale Planning: A Smarter Approach Account plans are often seen as time-consuming, cumbersome, and less valuable than other activities sales and business development teams could be focusing on. Static Account Plans Standardize processes with templates tailored to customer segments.

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Account Planning Telecommunications Sales Stakeholders 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?

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Account Planning Key Account Management Account Management Stakeholders 98

Hubspot Sales

JULY 7, 2019

To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape. This strategic account plan template will help you: Expand your understanding of your customer’s business, goals, and motivations.

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Account Planning Co-Creation Account Management Negotiation 142

SalesPop

MARCH 19, 2021

I recently discovered through research just how much of an impact real account planning can have on company success. 93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. In businesses as a whole, though, over 60 percent do not even engage in account planning.

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Account Planning Energy and Utilities Account Management CRM 98

ProlifIQ

FEBRUARY 15, 2022

By pulling in Slack’s ability to enable teams with real-time data transfer (that goes beyond just chatting to each other from living room couches, Starbucks lobbies, or corner offices) you give Salesforce an incredibly powerful account planning capability that speeds up cycles and boosts win rates for any sales org. Here’s how.

Account Planning 98

Account Planning Key Account Management CRM Meetings 98

Upland

FEBRUARY 17, 2023

In a recent webinar , Seth Marrs, Forrester’s Principal Analyst, pointed to the fact that most sellers are still not accounting for just how complex sales and buying cycles have become. Account Planning Lastly, account planning is a must for effectively navigating buying groups.

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Decision-making Account Planning Stakeholders B2B 368

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. Put a method to the madness.

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Account Planning Key Account Management Account Management Decision-making 91

Upland

APRIL 26, 2022

Altify’s Spring ’22 release introduces Altify Account Plan: a long-awaited capability that’s included for all Account Manager customers. With Altify Account Plan, sellers can start building pipelines faster by working directly at the account level in Salesforce to understand people, problems, and potential.

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Account Planning Account Management Management Customer Success 39

SBI Growth

DECEMBER 2, 2019

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.

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Account Planning Sales Organization Meetings 102

Strategic Account Management Association

OCTOBER 26, 2021

Variables such as culture, background, interests and hobbies can all be used to connect the best sponsor with the account. We are fully aware that we often do not have all this information before matching. The point is that we need to leverage available information and go beyond conventional approaches based on roles and titles.

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Account Management Co-Creation Leadership Procurement 520

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.

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Account Planning Account Management Organization Customer Success 195

Upland

DECEMBER 14, 2021

By integrating Slack with Altify, an account planning software built natively in Salesforce, sellers can easily work together to refine account plans and win opportunities—with all critical insight captured in Salesforce for future reference. Keep revenue teams informed with messages to Slack channels.

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Account Planning Account Management Publishing Organization 195

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. We don’t want our deals to start leaning the way the Tower of Piza did after just 10 meters into the project.

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Account Planning Innovation Decision-making Healthcare 195

Upland

JANUARY 26, 2023

Current buying groups and decision makers have become all too well accustomed to these sales strategies that are often lackluster at best. Often, a seller will take the information they can find at hand and get it into the shape of a proposal as quickly as they can. This is where account planning comes in.

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Account Planning B2B Decision-making Acquisition 195

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.

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Account Planning Stakeholders CRM Decision-making 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. This is why so many attempts at effective account planning go wrong.

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Janek Performance Group: Account Planning

APRIL 19, 2023

Instead, they must maximize revenue from their existing accounts. This makes strategic account planning so essential. This is followed by an extended and informative Q&A where Nick addresses insightful questions from our viewers.

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Account Planning Client Relationships Sales Leadership Leadership 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.

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Account Planning Value Proposition Account Management Key Account Management 52

Account Manager Tips

MARCH 23, 2021

Manage capture plans to avoid RFPs and secure long-term client partnerships and loyalty. Clients feel secure in the relationship, and information sharing and transparency increase to help everyone make better decisions. Launch, implement and monitor account plans that speed up business results and client satisfaction.

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Key Account Management Account Management Management Suppliers 246

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.

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Account Planning Innovation Stakeholders B2B 64

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. This data-driven approach empowers organizations to make informed decisions and optimize their account management strategies.

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Key Account Management Stakeholders Account Planning Account Management 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.

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Account Planning Client Relationships Value Proposition Sales 52

Upland

MARCH 23, 2023

This can happen in one of a few ways: Account Planning to Counter Sandbagging A strong account planning practice starts with consistency. In addition to helping teams gain a holistic view of their accounts, the right account planning software can help teams see sandbagging warning signs early on.

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Account Planning Sales Decision-making Sales Environment 195

Janek Performance Group: Account Planning

JULY 25, 2023

This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts. Here, 72 percent of respondents said that account planning increased their understanding of their clients’ business. Happy customers buy more.

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Account Planning Prioritization Decision-making Organization 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?

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Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? To form beneficial relationships with your accounts and ultimately improve account revenue. What Is Account Planning? Strategic Account Planning.

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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.

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Account Planning CRM Energy and Utilities 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?

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Account Planning Stakeholders CRM Leadership 52

Upland

JULY 9, 2020

During a recent discussion, Forrester VP Laura Ramos noted that, according to their research, “59% of respondents said that vendors give too much information and that much of that is useless.”. To do so, you’ll need to: Develop account management and portfolio plans. Executing on a Sales Optimization Strategy.

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Account Management Management Account Planning Digitalization 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

JUNE 1, 2023

Leveraging account planning can be the best way to unlock the full effect of your land and expand strategy. Benefits of account planning in a land and expand sales strategy There’s a reason that land and expand is a top strategy for sellers: it works.

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Account Planning Sales Customer Knowledge Account Management 195

Upland

MARCH 13, 2023

Effective CRM systems, automation, and even things like account planning technologies have made sales forecasting more or less a daily activity, one that updates with the activity of your sales people. Account-Based Sales Model to Embolden Sellers Selling has changed. It is no longer about guesswork.

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Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Plus, with account planning, 74 percent see increased win rates.

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Account Planning Decision-making Communication B2B 52

Upland

JUNE 14, 2023

And how can account planning help? In this article, we’ll dive deeper into each of these areas to uncover what chief revenue officers can do to address some of their most pressing issues, and how an effective account planning practice can help. There’s plenty of uncertainty in the economy right now.

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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.

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