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.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. When it comes to account planning, change is inevitable. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change.

Account Planning 195

Account Planning Management Leadership Organization 195

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.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Strategic Account Management Association

AUGUST 6, 2021

Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. The company has grown into a global brand and a market-leading express delivery and logistics services provider to the Middle East and other emerging economies.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

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

ProlifIQ

FEBRUARY 6, 2025

Account Plans Start With Good Research 2025 is here, and new territories and accounts are being handed out. One critical component of B2B selling is account planning. As your teams think about account research, we want to leave you with a few specific examples: Strategic Initiatives: 1.

Account Planning 52

Account Planning Logistics Internet B2B 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?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? 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.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.

Account Planning 98

Account Planning B2B Decision-making Stakeholders 98

Upland

FEBRUARY 17, 2023

Consistently planning for what could go right or wrong within an account matters more than ever. Churn With over 500,000 jobs added recently added to US, the job market does not look like it will be slowing down anytime soon. Account Planning Lastly, account planning is a must for effectively navigating buying groups.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Strategic Account Management Association

JULY 13, 2021

A Center of Excellence (COE) Executive “buy-in and be in” Account-based marketing. By COE, we mean a centralized group of SAM experts and people who “get it” and who should be leveraged as the catalyst for instilling the mindset, processes and skill sets for distinctive go-to-market and customer-centric engagement models.

Account Management 591

Account Management Innovation Co-Creation Organization 591

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

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. And, finally, Nigel highlights the rise of the revenue team.

Software 221

Software Software Account Planning Account marketing 221

Account Manager Tips

MAY 14, 2021

Review your key account plans quarterly: what went well, what didn't go so well and why. If you don't do account plans, start. Key account management tips for success 1. Working to a deadline ensures you deliver on your commitments, advances your accounts plans and earns you trust and credibility with your clients.

Key Account Management 218

Key Account Management Account Management Management Account Planning 218

Strategic Account Management Association

OCTOBER 26, 2021

Beyond creating a COE and rethinking executive sponsorship, it is time to bring back Marketing in a co-orchestrator role as account-based marketing (ABM) to help accelerate the strategic account management journey. She is the owner and founder of Cosawi and also a Principal at The Summit Group.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

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

Upland

JANUARY 26, 2023

Not a brand-new concept, account-based sales is a proven B2B sales strategy that is especially effective in large, complex B2B sales motions. Account-based marketing (ABM) : it takes a lot more than a hero rep to win over a buying group.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

MARCH 19, 2021

It’s often a big blind spot for companies of all sizes — middle market up to the Fortune 500. Increased account penetration boosts revenue. In Altify’s 2019 revenue optimization benchmark, only 46% of companies reported being effective at maximizing opportunity in existing accounts. What’s often missing?

Account Planning 195

Account Planning B2B Sales Sales Environment 195

Upland

JULY 9, 2020

That same advice is just as timely today for B2B sales and marketing leaders facing significant headwinds with COVID-19 and a very conservative spending climate. It’s a challenging market. But the truth is that most organizations’ sales and marketing approach just isn’t aligned to customer reality.

Account Management 195

Account Management Management Account Planning Digitalization 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

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

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

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

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

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

APRIL 5, 2023

This includes, primarily, people in marketing, sales, and customer success teams. Today, marketing and sales are closely joined together in the best sales organizations, working together on account plans, and working towards a clearly defined ideal customer profile in select markets, treating each account as a market of one.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

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

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.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

SalesGlobe

SEPTEMBER 12, 2023

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. What’s Aspirational Account Planning? Is not history, projected forward.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Upland

MARCH 23, 2023

This issue is of particular concern now, with the labor market setting records for its tightness. This can happen in one of a few ways: Account Planning to Counter Sandbagging A strong account planning practice starts with consistency. What Causes Sandbagging in Sales?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? What Is Account Planning? Strategic Account Planning. What Should a Key Account Plan Include? How to Do Account Planning? Back to blog.

Account Planning 52

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.

Account Planning 52

Account Planning CRM Energy and Utilities 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

Arpedio

JANUARY 3, 2024

In the world of business, Account Management and Account Planning are two essential concepts that play a critical role in driving client success and business growth. In this section, we will delve into the key differences between Account Management and Account Planning. What is Account Management?

Account Planning 52

Account Planning Account Management Management Client Relationships 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

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52