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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Account Planning Value Proposition Account Management Stakeholders 52

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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Account Planning Decision-making Communication B2B 52

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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Account Planning Value Proposition Account Management Sales 52

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 Planning Account Management Client Relationships Stakeholders 52

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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Key Account Management Stakeholders Account Planning Account Management 52

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.

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Account Planning Suppliers Profitability Decision-making 40

ProlifIQ

AUGUST 2, 2024

A Quarterly Business Review is a meeting held every three months (can be more monthly) where teams come together to discuss your client’s business and your performance as a service provider. Bonus points if it’s built inside of your CRM with an account planning tool. What is a QBR?

Account Planning 52

Account Planning Client Relationships Stakeholders Prioritization 52

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.

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Account Growth Account Planning Key Account Management Account Management 52

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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Sales Decision-making Organization Negotiation 356

ProlifIQ

OCTOBER 4, 2023

What It Is Account management strategy is the roadmap that guides your interactions with key accounts. It encompasses a series of well-thought-out actions designed to meet your goals and objectives while ensuring customer satisfaction, retention, and expansion. It lays out a detailed plan for each key account.

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Account Management Management Account Planning Key Account Management 52

Upland

NOVEMBER 27, 2023

An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. When you take your insights to a customer, it’s important that you put them in the context of the person with whom you’re meeting. What’s driving that business to make decisions?

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Account Planning Suppliers Decision-making Leadership 195

ProlifIQ

JUNE 12, 2024

By engaging in thorough planning, organizations can increase their chances of achieving their objectives efficiently, effectively, and within the desired timeframe. Planning in Key Account Management Grab our template on account planning! Developing a comprehensive action plan is crucial for successful execution.

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Key Account Management Account Planning Stakeholders Account Management 52

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.

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Account Planning Sales CRM Prioritization 129

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.

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Key Account Management Suppliers Account Management Account Planning 130

Cosawi

NOVEMBER 26, 2024

In contrast, customer-led ABM prioritizes aligning with the customer’s buying journey to deliver personalized value, fostering long-term partnerships instead of transactional relationships. Co-orchestration of account plans Marketing and SAM should co-orchestrate the account plan, combining their expertise to drive success.

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Innovation Account Management Account Planning Decision-making 52

DemandFarm

NOVEMBER 22, 2024

Organizational Skills – With multiple accounts in play, high-performing account managers rely on tools like Trello or Asana to keep track of tasks, goals, and timelines. This organization is essential for maintaining responsiveness and meeting client expectations. This enables proactive adjustments based on real-time insights.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

ProlifIQ

JUNE 21, 2023

This alignment helps in driving sustainable growth and ensuring the overall success of the strategic account management program. Account plans are instrumental in managing and retaining strategic accounts. Strategic account management planning involves proactive and strategic thinking.

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Account Management Management Account Planning Stakeholders 52

DemandFarm

APRIL 4, 2023

Why should you adopt Digital Key Account Management? What are some of the benefits of adopting digital account planning solutions for your key accounts? How will it be different from the existing account management strategies that you have adopted for your key accounts?

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Key Account Management Account Management Digitalization Management 52

ProlifIQ

FEBRUARY 13, 2023

Large accounts typically come with a large number of stakeholders the seller must engage, as well as technical obstacles and red tape to get past. Organized sellers usually follow what they call an account plan , something designed to align internal team members on tasks to be completed throughout the sales cycle.

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Account Planning Onboarding Sales Customer Success 52

Mike Kunkle

MAY 11, 2022

This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Strategic Account Management. Account Planning. Part of Strategic Account Management. No, it does not.

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Co-Creation Sales Sales Training Decision-making 130

Arpedio

MARCH 6, 2024

At its essence, account management goes beyond mere transactional interactions; it encompasses a holistic approach to client engagement. Rather than focusing solely on closing deals, account management prioritizes the establishment of robust, enduring relationships built on trust, transparency, and value.

Account Management 52

Account Management Management Prioritization Client Relationships 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. Walk through a step-by-step plan for each account.

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Account Planning Stakeholders Decision-making Prioritization 121

Miller Heiman Group

JANUARY 31, 2019

According to CSO Insights research , buyers say that 62 percent of sellers meet their expectations. On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. The 2018 Buyer Preference Study underscores this point: 57.7

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Account Planning Decision-making Account Strategy Prioritization 83

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. By identifying their needs, you can position your product or service as a solution that meets their specific challenges. What is the BANT Methodology? The fourth component is Timeline.

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Decision-making Prioritization Value Selling Value Proposition 52

PandaDoc

APRIL 21, 2023

Maintaining a partnership that prioritizes your clients’ best interests increases the chances of keeping your top accounts satisfied, and KAM programs are fundamental to ensuring customer satisfaction among key clients. You may then follow up on these referrals with an outbound prospecting strategy to secure additional accounts.

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Key Account Management Account Management Management Prioritization 52

ProlifIQ

APRIL 20, 2023

In this blog post, we’ll explore the concept of sales qualified leads (SQLs), sales accepted leads (SALs), and marketing qualified leads (MQLs), and discuss how you can prioritize your team’s efforts to maximize your chances of success. Don’t miss out on a prospective customer due to poor process or prioritization.

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Sales Prioritization Account Planning Decision-making 52

DemandFarm

AUGUST 31, 2023

One that leverages Key Account Management (KAM) principles to retain customers and transform them into brand advocates. KAM principles encompass fostering robust relationships, tailoring solutions, maintaining consistent communication, prioritizing the long term, and constantly reviewing and adapting strategies.

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Key Account Management Account Management Customer Success Management 52

Brooks Group

OCTOBER 14, 2024

In a world where customers can easily switch to a competitor, sales organizations that fail to meet these new expectations risk losing opportunities. By prioritizing customer needs over immediate sales, sales professionals demonstrate genuine interest in the customer’s success. Consultative sellers create value beyond the product.

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Emotional Intelligence Negotiation Sales Training Construction 52

Arpedio

JUNE 16, 2022

What is Sales Opportunity Planning? Opportunity planning in Salesforce with ARPEDIO. Combining Opportunity planning with Account planning. What is Sales Opportunity Planning? In sales, opportunity planning is about converting your potential customers and leads into recurring revenue.

Account Planning 52

Account Planning Account Management B2B Prioritization 52

DemandFarm

APRIL 8, 2024

Here’s an interesting discovery we made when we looked into our strategic account engagements: on an average, it takes at least 8 to 15 meetings and connecting with approximately 10 different stakeholders across more than four roles to lock in these strategic partnerships. Org Chart 2.0: More Intelligent. More Effortless.

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Key Account Management Account Management Stakeholders Meetings 52

Arpedio

MARCH 26, 2024

Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively. By understanding the needs, pain points, and buying behaviors of potential customers, organizations can prioritize their efforts and focus on prospects with the highest likelihood of conversion.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

JANUARY 25, 2023

Difference between Strategic Account Management and Account Management 4. What should Strategic Account Management Include? Strategic Account Management Process 6. What Does A Strategic Account Manager Do? Account Planning Strategy 8. SAM Accounts 9. What Is a Strategic Account?

Account Management 52

Account Management Management Account Planning Co-Creation 52

Upland

SEPTEMBER 29, 2023

Unfortunately, sellers rarely meet the right people. Just 14% of businesses feel sellers connect with the right people in the account. Prioritizing finding people with influence within an account will help you earn support and avoid being blindsided by an unknown detractor. Business has evolved.

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Stakeholders Sales Decision-making Internet 195

Arpedio

APRIL 30, 2024

Creating a Customer-centric Approach When it comes to account growth strategy, it is essential to prioritize creating a customer-centric approach. Additionally, by incorporating ARPEDIO’s suite of solutions into their technological arsenal, businesses can further enhance their account planning and management capabilities.

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Account Growth Client Relationships Business Growth CRM 52

Arpedio

SEPTEMBER 25, 2023

Key aspects of Key Account Management Targeted approach Instead of spreading your resources thin across all customers, KAM identifies and prioritizes the most important accounts. Tailored solutions KAM involves customizing your products or services to meet the specific needs and preferences of your key accounts.

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Sales Outcomes

OCTOBER 25, 2021

Start declining internal meeting invitations, and ask others to record web or phone conferences to listen to later. Travel less by attending more client and prospect meetings via desktop video conference. Color-code your calendar meetings. Travel less by attending more client and prospect meetings via desktop video conference.

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Sales Account Planning Decision-making Meetings 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.

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Account Planning Decision-making Stakeholders Leadership 72