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.

Account Planning 52

Account Planning Telecommunications Sales Stakeholders 52

Strategic Account Management Association

OCTOBER 26, 2021

In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

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?

Account Planning 98

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.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

Upland

FEBRUARY 17, 2023

It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. A buying group is a clear indication that a business is taking a solution seriously, and it is the buying group that influences the decision of those higher up in the organization.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

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.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

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

DECEMBER 14, 2021

Work together on Altify account and opportunity plans with Slack. In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related. Keep revenue teams informed with messages to Slack channels.

Account Planning 195

Account Planning Account Management Publishing Organization 195

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.

Account Planning 102

Account Planning Sales Organization Meetings 102

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.

Account Planning 91

Account Planning Key Account Management Account Management Decision-making 91

Upland

JANUARY 26, 2023

This is where account-based selling really gets interesting. Account-Based Sales Takes a Revenue Team One of the top challenges organizations face in transitioning to an account-based sales model is the change in mindset necessary to succeed at account-based selling. The seller needs a revenue team.

Account Planning 195

Account Planning B2B Decision-making Acquisition 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

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 feature helps organizations prioritize their efforts and allocate resources effectively.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Upland

JULY 9, 2020

But the truth is that most organizations’ sales and marketing approach just isn’t aligned to customer reality. Because it’s organized for a funnel, not for the current sales reality. To do so, you’ll need to: Develop account management and portfolio plans. It’s a challenging market. Breaking Out of the Funnel Mindset.

Account Management 195

Account Management Management Account Planning Digitalization 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. Simply put, exceptional sales organizations make their customers’ goals the number one priority.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Upland

MARCH 23, 2023

Sandbagging in Sales is a Relationship Problem Despite the considerable focus placed on deal probabilities, analytics, and forecast accuracy, building a holistic understanding of the relationships and influence within accounts remains a blind spot for many organizations.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 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. A sales velocity equation or formula uses four metrics to help organizations calculate their own sales velocity.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Janek Performance Group: Account Planning

APRIL 19, 2023

In an uncertain environment, sales organizations cannot consistently rely on new leads to drive business. Instead, they must maximize revenue from their existing accounts. This makes strategic account planning so essential.

Account Planning 52

Account Planning Client Relationships Sales Leadership Leadership 52

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.

Account Planning 52

Account Planning Stakeholders CRM Decision-making 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.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Remote Working 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.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 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

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

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.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

Janek Performance Group: Account Planning

JULY 25, 2023

All sales organizations need new business to thrive and grow. As such, they often prioritize new accounts. Clearly, in times like these, organizations cannot just rely on new business to generate revenue. Clearly, in times like these, organizations cannot just rely on new business to generate revenue.

Account Planning 52

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?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 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.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 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. Do this instead: Create a contact plan.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Upland

MARCH 29, 2023

This is part of the mindset shift required to become effective at relationship management and is also a key aspect of account planning. In mapping a rich understanding of how key players relate to one another, reps can start to uncover how things happen in the organization.

CRM 195

CRM Management Stakeholders Decision-making 195

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

Revegy

NOVEMBER 8, 2018

Your strategic account planning process is integral to optimizing revenue in your largest accounts. What is Strategic Account Planning? Before we dive into account planning best practices, let’s all get on the same page about account planning. Organizational alignment. Infrastructure.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

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.

Account Planning 52

Account Planning Account Development Management Account Management 52

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.

Account Planning 52

Account Planning Decision-making Communication B2B 52

DemandFarm

JUNE 13, 2023

Account Planning Readiness Assessment: Developed by Forrester Assess your organization’s readiness for effective account planning with this downloadable checklist by Forrester. Receive actionable guidance and industry expertise to enhance your account planning capabilities and drive long-term success.

Account Planning 52

Account Planning Facilitation Prioritization Decision-making 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

JULY 12, 2023

After all, chasing deals isn’t free. “It’s easy to negate the fact that the cost-to-bid and cost-to-pursue are incredibly significant causes of burnt resources for any sales organization,” she explains. It moved us from talking about qualification to talking about account planning more broadly. Who influences who?

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Upland

APRIL 5, 2023

Often, what we’re seeing is sellers gathering what basic information they can, shooting that off to a buyer in the form of a proposal, and then moving on to the next big deal. The problem is, buyers expect more. They are not looking to be a number in a CRM – they are looking for the human touch.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195