Strategic Account Management Association

AUGUST 10, 2021

The most common MBOs for SAMs measure leading indicators : account planning (77% of plans) and activity-based metrics like collaborative meetings (75%). These are followed by goal attainment, growth and sustenance, and business expansion.

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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?

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Strategic Account Management Association

AUGUST 6, 2021

Commercial Excellence: supports organizational and talent needs, develops and makes available dedicated competency models meeting the requirements of the SV&I organization. Tier 2: Applied Processes. We also introduced a series of new processes that are currently building to maturity.

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ProlifIQ

FEBRUARY 15, 2022

By pulling in Slack’s ability to enable teams with real-time data transfer (that goes beyond just chatting to each other from living room couches, Starbucks lobbies, or corner offices) you give Salesforce an incredibly powerful account planning capability that speeds up cycles and boosts win rates for any sales org. Here’s how.

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Account Manager Tips

MAY 14, 2021

That's what key account management is about after all. Schedule your QBR's: Get your review meetings in the diary for the year. Create a contact plan: Create a plan to engage with ALL your clients, not just your favourites or those that make the most noise. If you don't do account plans, start.

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Sales Latitude

OCTOBER 5, 2017

I can see the eyes rolling every time the topic of account planning comes up. So, I provocatively lay down the edict and enunciate in a very loud, strong voice: Don’t do account planning! The person who replaced him or her was right in front of your nose the whole time, but they did not like you or take your meetings.

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DemandFarm

APRIL 4, 2025

See how DemandFarm is redefining account planning in the era of AI, and finally making it possible for key account management teams to focus on selling.

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Upland

APRIL 26, 2022

Altify’s Spring ’22 release introduces Altify Account Plan: a long-awaited capability that’s included for all Account Manager customers. With Altify Account Plan, sellers can start building pipelines faster by working directly at the account level in Salesforce to understand people, problems, and potential.

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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.

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Account Manager Tips

MARCH 23, 2021

Key account management is resource-heavy and to deliver a return on investment, the focus must be on clients that meet these requirements: Growth. Launch, implement and monitor account plans that speed up business results and client satisfaction. Account plan process. Change Agent.

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Upland

DECEMBER 6, 2021

Multitasking, jumping from meeting to meeting, and racing the clock, are all too familiar for salespeople. When working together on account plans and opportunity plans, it’s all too easy for nuggets of insight to get typed into various documents and saved to dispersed cloud drives and local computers never to be found again.

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Strategic Account Management Association

OCTOBER 26, 2021

The executive sponsor should be familiar with the account and help expand the customer mapping, engagement and relationship. Obviously, this estimate can vary greatly depending on the scale, business, project and complexity of the strategic account. I suggest expanding your search beyond title and role, beyond commercial leaders.

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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.

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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.

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Upland

MARCH 23, 2023

This can happen in one of a few ways: Account Planning to Counter Sandbagging A strong account planning practice starts with consistency. In addition to helping teams gain a holistic view of their accounts, the right account planning software can help teams see sandbagging warning signs early on.

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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.

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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.

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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.

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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?

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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.

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Upland

MAY 4, 2023

From helping leaders define areas of focus, to helping sellers meet realistic quotas, the sales velocity equation is integral to your team’s success. 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?

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Upland

AUGUST 18, 2023

Enjoy and unwind with other leaders over cocktails, hors d’oeuvres, and great conversations. That can be done via the following link. For a deeper look at Altify, one-on-one meetings are your best bet Speaking of the iconic Salesforce Tower, ever wanted to have a business meeting there? Well, now you can!

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Account Manager Tips

OCTOBER 11, 2021

Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Commit to targets Plan activities Coordinate resources Manage risk Get results. A bad account manager is all talk, no action.

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Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Plus, with account planning, 74 percent see increased win rates.

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Revegy

APRIL 19, 2023

Do your account plans help your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies miss major revenue opportunities and risk losing some of their largest clients.

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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?

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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.

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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.

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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.

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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.

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Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans.

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Account Manager Tips

MAY 25, 2021

Clients who are a good fit for your solution, and you meet their needs better than other suppliers. What are the contingencies to manage the risk of defection for key accounts? Is your strategic account plan in trouble? There’s an art to implementing a strategic account plan successfully.

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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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ProlifIQ

OCTOBER 30, 2024

Key features and functionalities of KAM technology typically include: Account Planning and Mapping By Location : KAM technology facilitates the creation of comprehensive account plans, enabling organizations to define clear objectives, strategies, and action plans for each key account.

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Luminas Strategy

OCTOBER 2, 2022

They developed a plan that covered their top accounts and a handful of strategic prospects and followed it consistently. What they undertook wasn’t a typical account planning process that any sales leader can recite by memory. It had nothing to do with the plan components or the plan process.

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ProlifIQ

JANUARY 18, 2022

Let’s cover some of the approaches top sales teams take when taking on high-value accounts. . First, Here’s Why You Shouldn’t Sell Without a Key Account Plan. To provide context, we need to quickly go over why key account plans are vital – and how no top-performing sales org leaves home without them.

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Engage Selling

MARCH 31, 2017

A few weeks ago, I was at a client sales management meeting and we were discussing Account Management because many were concerned that they were starting to lose some of their accounts. There was a lot of resistance from the … Read More »

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