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

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

Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

Sales 356

Sales Decision-making Organization Negotiation 356

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

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.

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Key Account Management Account Management Management Suppliers 246

Upland

AUGUST 9, 2023

What we found in discussing account planning and the value of relationships with sellers in our recent book, Not Just Another Vendor , is that building successful relationships offers real, tangible business benefits like: Understanding key motivations to tailor unique solutions. . #1: These teams never ask “What can I sell?”

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Account Planning Innovation Decision-making Healthcare 195

Upland

JANUARY 26, 2023

However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 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 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. After all, sales is all about building relationships. Develop a Standardized Process.

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.

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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 Goal.

Account Planning 52

Account Planning Leadership Customer Success Meetings 52

Upland

NOVEMBER 27, 2023

But before you jump head-first into the sales process, there are four fundamental things you must know: 1. Have there been any recent changes in executive leadership? Four essential insights to better know your customer Picture seeing what looks like a great opportunity. What are their goals? Sold off a piece of the business?

Suppliers 195

Suppliers Account Planning Decision-making Leadership 195

Account Manager Tips

JULY 28, 2020

Welcome to Part Two where Calin and I continue the conversation about account management as a revenue growth engine for Netguru, goal setting, why your client’s sales teams are your best teachers, recommended resources for account managers and a whole lot more. 03:53 Why you need to keep account plans simple.

Account Management 130

Account Management Management Account Planning Organization 130

DemandFarm

MARCH 31, 2025

AI-driven analytics can flag accounts that are at risk of churn by analyzing email response rates, recent product usage, and support interactions. It can also help predict the likelihood of a deal closing based on past sales cycles and buyer engagement levels. Why do you need an AI Account management tool?

Account Management 40

Account Management Key Account Management Management Account Planning 40

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

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Co-Creation Sales Sales Training Decision-making 130

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. Why Are Business Leaders Shifting to a RevOps Team Structure?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

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.

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Stakeholders Account Management Leadership Decision-making 52

ProlifIQ

NOVEMBER 9, 2022

The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus. 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.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Sales Latitude

AUGUST 2, 2018

As a sales professional, you may think your job is all about selling products and services, making quota, and driving revenue for your company. Here are five key things every sales professional must do to be successful. Do Thorough and Proactive Account Planning. Help Your Leadership Team to Help You.

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Account Planning Sales Facilitation Leadership 76

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What if the biggest threat to sales teams isn't losing clients, but losing our teammates themselves?

Sales 111

Sales Acquisition Account Planning Sales Management 111

SBI Growth

FEBRUARY 20, 2013

We see this happening to sales operations leaders often. Consistent use of one simple tool by sales will greatly reduce your pain. It's an ongoing sales aid for reps and a needed coaching tool by managers. It focuses sales on simple “yes/no” questions about the opportunity. Opportunity Plans, Account Plans, etc.

Sales 113

Sales Account Planning Sales Leadership Leadership 113

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. Customer-centric approach Traditional ABM often takes a marketing-first, sales-enabled approach, focusing on brand or product promotion rather than customer needs.

Innovation 52

Innovation Account Management Account Planning Decision-making 52

Whetstone

NOVEMBER 20, 2024

One of the crucial lessons in planning for sales organizations is understanding leading and lagging indicators. Too often, we are focused solely on lagging indicators—things like sales numbers, market share, and profitability. They include metrics such as: -Increased revenue: Did we drive more sales with our strategic accounts?

Stakeholders 52

Stakeholders Account Management Account Planning Profitability 52

DemandFarm

DECEMBER 12, 2024

There are good reasons to think 2024 has been less of a stroll and more of a high-stakes triathlon for Key Account Managers and Sales Leaders. When you thought you had mapped the relationships within a key account, another regional division probably popped up, demanding attention and alignment. You were in for nasty surprises.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

Hubspot Sales

MARCH 18, 2019

As professional services firm BTS points out , key account programs often lead to increased costs and lower margins. But if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships. The Benefits of Key Account Management. Key Account Management Strategy.

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Key Account Management Account Management Management Account Strategy 143

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. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Sales 130

Sales Prioritization Sales Analytics Sales Training 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. DemandFarm AI-Powered Relationship Mapping for Key Accounts DemandFarm offers a comprehensive org chart and relationship mapping solution tailored for account-based sales.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

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

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

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

Openview

MAY 10, 2019

Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. Accounts Won, Deal Close time, Opportunities Created, etc.) Step 3: Gather Your Data.

Sales 88

Sales Account Planning Digitalization Innovation 88

Louise Collins Associates

NOVEMBER 24, 2017

It is not enough to have sales graphs and market share predictions when introducing change to an organisation. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Openview

MAY 11, 2018

To achieve explosive growth, technology startups need to have world-class sales teams. That is, if they have the right sales team in place. A company’s success depends on the ability of its sales teams to deliver sustainable, predictable revenue at scale. Here are 3 ways fast-growing startups build sales teams differently.

Artificial Intelligence 90

Artificial Intelligence Onboarding Sales Profitability 90

Arpedio

JANUARY 22, 2025

These advanced tools help sales teams identify ideal accounts, understand their specific needs, and deliver personalized experiences that drive conversions. Therefore, in the sales landscape, technology is not just a convenienceit’s a necessity.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. To handle this complexity, sellers need the right tools, strategies, and methodologies to understand the people, problems and relationships that matter within an account. Long-term: B2B sales is all about becoming a long-term, strategic partner to your customers.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Cosawi

DECEMBER 28, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review, “When CEOs Make Sales Calls,”¹ in which he describes the impact of top management’s involvement in the customer relationship. Stay informed on the account through an established strategic account process. Dominique Co?te?

Leadership 52

Leadership Co-Creation Account Management Decision-making 52