Strategic Account Management Association

AUGUST 18, 2022

Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it. How do you take care of your most important customers?

Account Management 520

Account Management Management Sales Leadership Leadership 520

Strategic Account Management Association

JULY 13, 2021

A Center of Excellence (COE) Executive “buy-in and be in” Account-based marketing. COE: A Critical Lighthouse to Provide Successful Journey Direction and Leadership. Côté’s consultancy firm Cosawi guides organizations on their go-to-market strategies, KAM/SAM roadmaps and journeys, and account-based marketing.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Account Manager Tips

MARCH 23, 2021

Launch, implement and monitor account plans that speed up business results and client satisfaction. Effective key account management Successful key account management requires an eco-system of elements that align to deliver successful outcomes for you and your clients. Key account management doesn't operate in a vacuum.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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

Janek Performance Group: Account Planning

APRIL 19, 2023

Instead, they must maximize revenue from their existing accounts. This makes strategic account planning so essential. For all this and more, watch the recording below: The post Webinar: Supercharged Account Planning first appeared on Janek Performance Group.

Account Planning 52

Account Planning Client Relationships Sales Leadership Leadership 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. Non-technological innovation in the business sense has to do with strategy and leadership, but also organizational evolution as a whole.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Upland

JANUARY 26, 2023

The ideal customer profile is not just any customer profile – it is a profile of the single most important type of customer for your business. Account-Based Selling Criteria – Is It Right for You? Account-based selling is not a small investment. This is where account planning comes in.

Account Planning 195

Account Planning B2B Decision-making Acquisition 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

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

Quip

SEPTEMBER 23, 2020

Take three documents our customer success and sales teams use to maintain the health of our clients — the Account Plan, Win Room, and Customer Collaboration — and migrate them to Quip Documents. Quip allowed us to reduce three documents into a single document — our Strategic Account Plan. Pilot Findings.

Account Planning 52

Account Planning Leadership Customer Success Meetings 52

Upland

MAY 4, 2023

In part, it’s through focusing on the relationship, and ensuring good account planning practices. When you know your sales velocity, you also know what an achievable quota looks like. No more need to sandbag – everything is transparent and all sellers know what is expected from them.

Sales 356

Sales Decision-making Organization Negotiation 356

Whetstone

JANUARY 8, 2025

Despite their best intentions, executives sometimes struggle to balance their natural leadership instincts with the nuanced role of an executive sponsor. These challenges are rarely the result of poor leadership but instead stem from a lack of clarity about the role executive sponsors should play.

Stakeholders 52

Stakeholders Account Management Leadership 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

NOVEMBER 9, 2022

As a seller, this means you must also be consultative and understand not just your own product, but also the competitive landscape within each target account. This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 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. It compares similar accounts to predict potential product fit and suggests ideal solutions to pitch. suggesting relevant case studies based on industry and deal stage).

Account Management 40

Account Management Key Account Management Management Account Planning 40

Upland

NOVEMBER 27, 2023

Have there been any recent changes in executive leadership? 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. Sold off a piece of the business?

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

DemandFarm

DECEMBER 12, 2024

Heres what made it to the center stage: Core Features: Online Reviews: Simplifies QBR (Quarterly Business Review) scheduling and feedback collection directly within the tool, ensuring a seamless review process for account managers. Youll have to wait for the big reveal, but KAM AI is going to make creating relationship maps a breeze.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

Cosawi

NOVEMBER 26, 2024

Dedicated leadership: A COE must report directly to the executive team to ensure alignment with broader organizational goals and adequate resource allocation. Co-orchestration of account plans Marketing and SAM should co-orchestrate the account plan, combining their expertise to drive success.

Innovation 52

Innovation Account Management Account Planning Decision-making 52

Revegy

JULY 17, 2018

Are your account plans helping your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients. 1) Figure Out Who Matters with Relationship Maps.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Whetstone

NOVEMBER 20, 2024

Some examples of leading indicators include: Number of strategic account planning sessions held. Are account managers sitting down regularly to plan and align their work with customer objectives? It’s easy to create a great plan and then get sidetracked by firefighting and the day-to-day grind.

Stakeholders 52

Stakeholders Account Management Account Planning Profitability 52

The Chapman Group

DECEMBER 8, 2020

The most significant advantages of the title of SAM (Strategic Account Manager) often include: Appropriating a clearer title and level of empowerment (may also include higher grade level positioning) to establish and maintain senior level account relationships within their accounts, as well as enable internal initiatives.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Cosawi

DECEMBER 28, 2021

Stay informed on the account through an established strategic account process. Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”.

Leadership 52

Leadership Co-Creation Account Management Decision-making 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

MARCH 31, 2025

With an org chart tool, you can map out everyone involved and plan engagement accordingly. Its a must-have for strategic sales and account planning. Account Planner) DemandFarm provides strategic insights beyond static org charts. Top Org Chart Tools for HubSpot in 2025 Lets dive into the top tools.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

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. Account planning should evolve the more information you gain and not be a “one and done” activity at the beginning of the year. Help Your Leadership Team to Help You.

Account Planning 76

Account Planning Sales Facilitation Leadership 76

Hubspot Sales

MARCH 18, 2019

Key accounts don't usually buy off-the-shelf: They want a custom blend of products and services tailored to their needs. A KAM needs leadership abilities to guide her team members (which might include a salesperson, marketer, technical support, implementation and/or onboarding specialist). Orchestrate and Execute.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

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

Arpedio

JANUARY 22, 2025

By integrating with platforms like Salesforce, ARPEDIO can further enhance the following aspects of sales operations: Data enrichment : ARPEDIO can leverage the enriched data to provide a more detailed view of accounts, enabling sales teams to tailor their approaches effectively.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. Leadership is not the responsibility of the person who has the title.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Upland

FEBRUARY 3, 2023

Relationship mapping as an activity is an essential aspect of the account plan and works well with an account-based selling approach to sales. How will this relationship last, and what do you need to ensure your solution stays intact through ups and downs in the economy or leadership changes?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

SBI Growth

DECEMBER 28, 2013

Most sales leaders are getting ready to roll out new initiatives – Sales process, compensation plans, account planning, etc. Leadership thinks it knows best and goes about designing a new process/approach without field input. The New Year is upon us. There is much excitement and hopes are high. They just won’t stick.

Account Planning 118

Account Planning Sales Management Leadership Management 118

Brooks Group

APRIL 17, 2025

Long-Term Planning Build understanding of customers industry, market trends, and competitive landscape. Train on creating strategic account plans with multi-year horizons. Help sellers connect your offering to specific business outcomes and ROI. Develop skills for identifying future needs based on customers growth trajectory.

Supply Chain 52

Supply Chain Sales Training Sales Suppliers 52

SBI Growth

FEBRUARY 20, 2013

Opportunity Plans, Account Plans, etc. Put together a plan to implement, monitor and reinforce the tools use in place. You and sales leadership will gain confidence in the forecast. Reps that back-peddle on a “verbal agreement” that now has a 20% probability. Will this stop the fire-drills? Not entirely.

Sales 113

Sales Account Planning Sales Leadership Leadership 113

Cosawi

JANUARY 24, 2025

Think about your own company: how is your marketing integrated with your strategic account planning and work? Integration challenges include aligning diverse internal processes and breaking silos between Marketing, Sales, and Account Management teams. However, integrating ABM into KAM journeys is not without its challenges.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Hubspot Sales

AUGUST 25, 2018

Sales executive Norman Behar says, "While there's a lot of emphasis placed on sales coaching and leadership, the most fundamental skill sales managers need to develop is often overlooked: The ability to manage sales performance.". Key behaviors : Developing a territory plan including a comprehensive list of prospective customers.

Sales 111

Sales Acquisition Account Planning Sales Management 111