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Account Planning Leadership Stakeholders 
Strategic Account Management Association
AUGUST 6, 2021
The program was sponsored by the CEO of Aramex, who created the role of chief commercial officer to drive the required change with the support of the whole C-suite in close cooperation and partnership with the leadership of the regions. Executive Sponsorship: Maps key customer stakeholders to executives and experts inside Aramex.
520 
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.
ProlifIQ
DECEMBER 18, 2024
Let’s talk about how to use AI in account planning. Also include any recent leadership changes, acquisitions, or other significant events. Your account plan is going to be on the right foot. While the output may require some massaging, it will get you well on your way and save quite a bit of time as well.
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. Limited Visibility into Stakeholders Continuously update customer objectives and track progress in real-time.
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?
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.
195 
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. The SAM serves as the strategist, leading the account and owning the relationship, while the executive sponsor acts as a sounding board, mentor, and advocate.
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DemandFarm
MARCH 31, 2025
In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Why do you need an AI Account management tool? Smart recommendations suggest when to reach out and which stakeholders to engage.
Upland
FEBRUARY 3, 2023
Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. What drives the relationship between two important stakeholders?
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.
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? Quality of stakeholder engagement.
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DemandFarm
DECEMBER 12, 2024
With all that unfolding, managing accounts at some point must have felt like assembling IKEA furniture minus the manual. 2024 brought its share of wins, misses, and lessons like you were in speed-dating with stakeholders. Not everything was gloom and doom, though.
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. It integrates seamlessly with HubSpot, enabling users to auto-generate stakeholder maps using CRM data. Top Org Chart Tools for HubSpot in 2025 Lets dive into the top tools.
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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?
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. Evaluate the accuracy and accessibility of these metrics.
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). Key Account Manager Job Description.
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?
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.
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Arpedio
APRIL 13, 2023
Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What is Stakeholder Management? What is a stakeholder? What is a stakeholder?
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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?
195 
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.
52 
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.
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 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.
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.
Revegy
APRIL 21, 2021
In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Account Planning & Execution : We can’t always be chasing the next new deal.
85 
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.
52 
ProlifIQ
FEBRUARY 8, 2023
Because a standard customer success team is trained to look at managing their accounts, or account planning , as a quarterly activity, they are therefore less likely to look at account planning as a daily, ongoing, activity. Leverage your CRM for account planning instead of opting for long QBR sessions.
DemandFarm
APRIL 1, 2025
The average B2B purchase now involves over 11 stakeholders , up from just 5 a decade ago. This means that for key account managers and sales teams, this means an org chart tool for Salesforce is no longer a nice-to-have its essential. It captures the influence, sentiment, and context around each stakeholder.
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.
57 
Arpedio
APRIL 29, 2024
The symposium offered invaluable insights into the world of successful SAM programs, highlighting the importance of a deep understanding of customer initiatives, organizational commitment, and strategic alignment across all levels, coupled with adaptive leadership and a relentless focus on timing and consistency to master the SAM program hype cycle.
DemandFarm
APRIL 11, 2023
Is the organization ready to adopt a digital approach to account planning, and does it have the discipline to use it effectively? Implementing Digital Key Account Management tools requires discipline, as it involves following a set of processes and procedures consistently.
Revegy
APRIL 21, 2021
In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Account Planning & Execution : We can’t always be chasing the next new deal.
59 
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. Should we invite Nancy to our next meeting to cover that?”
52 
Louise Collins Associates
AUGUST 29, 2017
Traditionally, Pharmaceutical and Medical Device organisations have provided their teams with a list of target external stakeholders that must be seen in order to drive the business. It is not uncommon for customer facing individuals to have a target list of 120 external stakeholders that should be seen at least three times a quarter.
DemandFarm
DECEMBER 12, 2024
With all that unfolding, managing accounts at some point must have felt like assembling IKEA furniture minus the manual. 2024 brought its share of wins, misses, and lessons like you were in speed-dating with stakeholders. Not everything was gloom and doom, though.
DemandFarm
MARCH 31, 2023
Ensuring the entire organization is part of the change, making everyone an advocate and engaging the whole team will in turn make the adoption of Digital Key Account Management easier. The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process.
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.
ProlifIQ
FEBRUARY 27, 2023
Importance of Key Account Management – In a B2B company, key account management is crucial as these customers often generate a large portion of the company’s revenue. Minimizing customer churn When prioritizing key accounts, a seller can proactively address any potential issues that may lead to client churn.
Arpedio
OCTOBER 30, 2023
On a recent episode of the “Thoughts on Selling” podcast, host Lee Levitt sat down with Ulrik Monberg, CEO of ARPEDIO, to delve deep into the realm of account-based selling. In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling.
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Arpedio
JANUARY 13, 2025
Her wealth of experience in global sales and marketing leadership, combined with her commitment to innovation and inclusion, aligns perfectly with ARPEDIOs mission to revolutionize Account-Based Selling. 1 Account-Based Selling Platform Powerful alone. Account Management Build powerful account plans in Salesforce.
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Janek Performance Group: Account Planning
JULY 13, 2021
A strategic account manager works at cultivating relationships with the stakeholders of their accounts portfolio. Conversely, you might have many moderate revenue accounts that don’t require a lot of contact, so you’re able to assign numerous accounts to one manager. What are their target markets?
SBI
OCTOBER 17, 2018
Mark: Revegy’s mission is to help companies secure and grow revenue in their most important accounts by: Providing easy to use visual tools to understand the many stakeholders and their priorities. Everyone must invest in the program especially the management team, from senior leadership to line managers.
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Arpedio
MAY 31, 2024
The Preferred Account-Based Selling Platform Our platform provides visual org charts, stakeholder relationship heat maps, up-to-date account plans, recommended next-best actions, accurate weighted pipelines, and white space analysis. Let’s dive in. These components also form the backbone of a successful SAM program.
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