Janek Performance Group: Account Planning

JULY 25, 2023

As such, they often prioritize new accounts. This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts. Think of the time and resources your marketing and sales teams invest in developing new relationships.

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

SBI Growth

JANUARY 27, 2014

Account Planning. ACCOUNT PLANNING. Step one in the process is Account Planning. Most reps struggle with prioritizing their accounts and prospects. In the Account Planning process make sure to capture the deal potential. Develop a tactical plan on how to win the deal.

Account Planning 121

Account Planning Stakeholders Decision-making Prioritization 121

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

Cosawi

JANUARY 24, 2025

By Dominique Ct CEO & Founder Cosawi Why isnt Marketing in the KAM/ SAM journey ? Customer-Led and Team-Enabled Marketing In the evolving landscape of Key Account Management (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

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

Upland

MAY 4, 2023

In part, it’s through focusing on the relationship, and ensuring good account planning practices. How can sellers deal with uncertainty to help increase deal size? By always putting the relationship first, sellers can make sure that they are the first to get the call when the opportunity arises.

Sales 356

Sales Decision-making Organization Negotiation 356

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? What is RevOps?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 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

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

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. AI-driven analytics can flag accounts that are at risk of churn by analyzing email response rates, recent product usage, and support interactions.

Account Management 40

Account Management Key Account Management Management Account Planning 40

Arpedio

JANUARY 5, 2024

Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth. It is the blueprint to navigate the complexities of customer engagements and the secret weapon to unlock the true potential of your accounts.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Cosawi

NOVEMBER 26, 2024

In 2024, we’re witnessing rapid changes as companies adapt to evolving market dynamics and shifting customer expectations. This evolving landscape underscores the importance of Strategic Account Management (SAM) in creating value and fostering longterm partnerships. Creating a Center of Excellence (COE) 2.

Innovation 52

Innovation Account Management Account Planning Decision-making 52

Brooks Group

OCTOBER 14, 2024

Retaining Customers in a Competitive Market There are several differences between customer satisfaction and customer loyalty. By prioritizing customer needs over immediate sales, sales professionals demonstrate genuine interest in the customer’s success. Strategic Account Planning Teach methods for analyzing and growing key accounts.

Emotional Intelligence 68

Emotional Intelligence Negotiation Sales Training Construction 68

Upland

NOVEMBER 27, 2023

They aren’t in the market for products or services. A goal might be to… Grow revenue by 10% over the next six quarters Increase net new customers to 3,000 in 24 months Expand market share from 30% to 50% in the next five years. One of the most important things in our go-to-market strategy is understanding pressures.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

DemandFarm

DECEMBER 27, 2024

DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Tailored specifically for Key Account Managers (KAMs), it addresses inefficiencies in traditional methods of account planning by offering a comprehensive toolkit for strategic account management.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Arpedio

JANUARY 22, 2025

Predictive analytics : Forecast trends, identify cross-selling opportunities, and prioritize high-converting accounts. Sales intelligence tools : Gather detailed insights about target accounts for tailored approaches. ARPEDIO enables personalized marketing and sales efforts.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

KAM With Passion

NOVEMBER 11, 2020

Account Management is part of a company’s operating model (companies who do not consider it that way, shoot themselves in the foot). Whatever their frequency, they are mainly used to analyse together what has happened since the previous meeting and to plan operations for the next reference period.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

DemandFarm

NOVEMBER 22, 2024

Account managers who tailor their interactions based on individual personalities and pain points are better positioned to foster long-lasting partnerships. Measuring Success and Adapting for Continuous Improvement To gauge performance, successful account teams track metrics like client retention, account growth, and client satisfaction.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

DemandFarm

OCTOBER 15, 2024

It depends on your Key Account Management (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. Account planning , as you’re aware, is a mixed bag of strategic and operational activities. Truthfully, there isn’t a simple yes or no answer. That’s not all.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52

Upland

SEPTEMBER 29, 2023

Prioritizing finding people with influence within an account will help you earn support and avoid being blindsided by an unknown detractor. You need to understand the entire account landscape. Relationships are vital to winning deals that matter.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Arpedio

MARCH 12, 2025

For example, if a sales team is unaware that a key decision-maker at a target account has engaged with marketing content or attended a recent event, they may miss a critical opportunity to initiate a timely and relevant conversation. Without structured, unified, and accurate data , AI-driven insights lose their value.

Stakeholders 52

Stakeholders Decision-making Government Account Planning 52

Mike Kunkle

MAY 11, 2022

I’ve also been involved in larger business transformations which included the sales force, but encompassed reworking strategy, improving market and buyer acumen, adjusting product-market fit, adapting or fine-tuning business models, reworking sales models, developing new GTM plans, planning for disciplined execution of the changes, and more.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

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. How can you use sales analytics and strategic objectives to prioritize those gaps?

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Xant

JUNE 16, 2021

Without a revenue operations role, marketing and sales teams would have no strategy and no process. Many operations suffer from issues related to the all-too-common disconnect between marketing and sales. Rev ops marries marketing and sales for a cohesive and efficient experience for buyers. The Value of Rev Ops. Rev Ops Tools.

CRM 105

CRM Sales Prioritization Decision-making 105

Hubspot Sales

MARCH 18, 2019

Obviously, you still want to provide excellent customer service and support to promote word-of-mouth marketing and high retention rates.). The above rule has an exception: If you can get your foot in the door of the prospect's company and then grow the account by selling to other departments, offices, subsidiaries, etc.,

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Miller Heiman Group

JANUARY 31, 2019

Being buyer-centric with existing accounts requires excellent account planning. Account planning goes beyond simply renewing existing products or a list of future products to present to the buyer. A real account plan is a living document that defines the goals of the relationship with a focus on actual value.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Clarity Engagement Solutions

FEBRUARY 7, 2022

Clarity is proud to introduce Clarity CX1™ , tailored first for Pharma and now other vertical markets. Clarity CX1™ solves the issue of lack of account planning & automation and storage. And it does it using flexible planning templates that can be tailored for each business unit and team. Longer sales cycles. •

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). Most would agree.

Marketing 52

Marketing Suppliers Account Planning Investors 52

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. Deepen Customer Insights. Collaborate Beyond Sales.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

ProlifIQ

APRIL 21, 2023

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

Miller Heiman Group

JUNE 30, 2020

Now is the perfect time to address the nagging issues that may be hindering your success—even in the best market. Maximize your use of technology to prioritize your prospects. Consider using a scorecard that evaluates what we call the “Big Six” qualifying criteria to prioritize your prospective deals. Assess Your Sales Process.

Prioritization 78

Prioritization Sales Management Account Planning Account Management 78

DemandFarm

DECEMBER 27, 2024

Sales enablement orchestrates product, marketing, and sales alignment while communicating all the amazing work that happens in your company to customers and prospects. Trained on best practices, new products, and evolving market trends. Lets see how a tool like DemandFarm helps in effective sales enablement for key account managers: 1.

Key Account Management 40

Key Account Management Account Management Sales Onboarding 40

PartnerTap

NOVEMBER 25, 2020

If this process is done well, you can see which partners you should spend time on and which sales reps and marketing teams you should engage with. What market segments and industries are those common customers in? Are our sales reps selling into the same accounts? Which accounts should we be running co-marketing campaigns with?

CRM 98

CRM Prioritization Software Software 98

ProlifIQ

JUNE 12, 2024

There are ways to improve your odds of hitting your numbers through better GTM planning. Understanding how your company will go to market (product-led, sales-led, hybrid) is a critical first step in driving planning and execution. Which markets are more inclined to buy and engage with which motion?

Key Account Management 52

Key Account Management Account Planning Stakeholders Account Management 52

SBI Growth

JANUARY 27, 2014

Account Planning. ACCOUNT PLANNING. Step one in the process is Account Planning. Most reps struggle with prioritizing their accounts and prospects. In the Account Planning process make sure to capture the deal potential. Develop a tactical plan on how to win the deal.

Account Planning 48

Account Planning Stakeholders Decision-making Prioritization 48