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. Negotiating is included here. Strategic Account Management. Account Planning. Sales Call Planning.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Flevy

JULY 1, 2024

This method encourages open dialogue and negotiation among participants to reach a common agreement. It engages stakeholders in assessing project performance and outcomes, promoting transparency and accountability. Planning Cells. In the end, an action plan is developed. Consensus Conference.

Innovation 98

Innovation Stakeholders Facilitation Decision-making 98

ProlifIQ

NOVEMBER 3, 2021

If you’re not familiar, opportunity planning is what top sales reps do to strategize how they’ll find, qualify, pursue, and close a deal within a target account. It’s similar to account planning, but more focused on opportunity health vs your overall account health.,

Profitability 98

Profitability Account Planning Sales Key Account Management 98

The Chapman Group

AUGUST 23, 2020

Collaborate with “Team Members” and integrate appropriate “action items” based on survey data into strategic account plan. Close the loop” with account by including appropriate survey data analysis in ongoing “Collaborative Action Planning” with account. Negotiations. Business and financial acumen.

Account Management 78

Account Management Management Value Proposition Account Planning 78

Arpedio

APRIL 3, 2023

Sector Computer Software Website www.eagleeye.com Solutions used ARPEDIO Account Management & Relationship Mapping ← Back to case studies The Challenges Eagle Eye faced challenges with low adoption, duplicate work, neglected tasks, and critical information scattered all over the place – all due to tools and data that lived outside their CRM.

Onboarding 52

Onboarding Account Management Account Planning Stakeholders 52

Brooks Group

SEPTEMBER 22, 2023

Whether it’s learning a standardized selling process, handling objections more effectively, improving negotiation skills, or learning to create detailed sales account plans, The Brooks Group can deliver a customized, interactive training that will help your sales team win more deals, more often.

Decision-making 95

Decision-making Sales Suppliers Sales Training 95

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” 5 Tips for Implementing a Strategic Account Management Plan Successfully Here are five essential strategies you should consider when rolling out your strategic account plan: 1.

Account Management 52

Account Management Management Account Planning Sales 52

Openview

MAY 1, 2018

For sales organizations, there’s simply nothing worse than losing a deal during the final proposal and negotiation stages. The sales leader spends time on the deal during 1:1 sessions, strategic account planning, and helping to quarterback the deal. No longer are budgets earmarked for a specific solution category.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

Arpedio

APRIL 30, 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. Negotiating with Value When it comes to negotiation, value selling can be a game-changer.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Janek Performance Group: Account Planning

JULY 21, 2021

If this is an account that wants more attention, that can potentially put you at risk of losing it to a more active, engaged competitor. In expansion negotiations, you or your organization gets bogged down in the small details. You’ve identified or created the opportunity to expand the portfolio with an account.

Account Management 52

Account Management Management Negotiation Account Planning 52

SBI

JANUARY 9, 2018

Entertain this quick thought exercise: If a sales rep picks one of their customer accounts – it doesn’t matter if it’s one of the largest or smallest – what percentage of the total possible spend related to the goods and services your company provides have they captured? Could they capture more? If so, where and how?

B2B 55

B2B Artificial Intelligence Account Planning Sales 55

Zendesk

MARCH 21, 2022

As a result, businesses using an opportunity management system tend to handle account planning and sales cycles with much greater speed and efficiency. If you have a complicated negotiation process, for instance, you can add a stage called “Contract Negotiation” after the Quote stage, and so on.

Management 98

Management Sales CRM Decision-making 98

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. FAQ How does an account planning tool help strategic account management processes?

Account Management 52

Account Management Management Account Planning Stakeholders 52

DemandFarm

APRIL 1, 2025

It essentially combines org charting with account planning. Cost of Full Suite : If you end up needing Altifys full account planning and methodology tools, the cost can increase. Ensure you negotiate only for what you need. You can even export charts for presentations. The benefit here is consistency and depth.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

Shapiro Negotiations

MARCH 9, 2018

Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. You may want to learn more about our negotiations skills training program.

Account Management 40

Account Management Management Negotiation Account Planning 40

Shapiro Negotiations

MARCH 9, 2018

Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. You may want to learn more about our negotiations skills training program. Find the Opportunity. Take Action.

Account Management 40

Account Management Management Negotiation Account Planning 40

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.

Account Management 52

Account Management Management Account Planning Co-Creation 52

DemandFarm

MARCH 31, 2023

And I look back at it and just think, that was really rubbish.” – Andrew Collings It is no longer sufficient to rely on PowerPoint presentations or rely on static spreadsheets for your Key Account Management and Account Planning. This process is made more streamlined with the help of a digital tool for account planning.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. The collaboration between account marketing and account managers is a defining feature of Thales’s ABM approach.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

DemandFarm

APRIL 13, 2023

It is used by sales and account management teams to understand how customer organizations work, identify key decision-makers, and plan their course of action. The goal is to establish trust, drive sales, and help customers achieve their business objectives.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Mercuri International

MAY 23, 2023

In fact, we see purchasing departments at your strategic accounts using AI to make purchasing decisions, score vendor performance, and build predictive pricing models to apply in negotiations with you. AI tools to augment the SAM might include: Embedded tools to predict strategic account growth areas. Create digital twins.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

SBI

MARCH 19, 2013

Hard skills include such things as effective cold-calling, presentation skills, overcoming objections, skillful questioning, getting past the gate-keeper, negotiation skills, how to sell value, qualifying prospects, and closing techniques. Take advantage of sales playbooks, relationship maps, account planning.

Interpersonal Skills 50

Interpersonal Skills Sales Emotional Intelligence Decision-making 50

Arpedio

OCTOBER 17, 2023

Ensure that your account managers are well-versed in your products or services, your company’s culture, and industry trends. Training should focus on communication, negotiation, and conflict resolution skills, as these are vital for managing client relationships effectively. Superior together. Enhance forecast accuracy.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

SmartKarrot

NOVEMBER 9, 2022

It takes both art and science to handle key accounts. Some aspects of account planning are constructing a sales strategy, developing a consistent technique for gathering background information on important clients, and establishing relationships based on proactive management and support. The definition of key account plan.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

Arpedio

JANUARY 5, 2024

Key Responsibilities of Account Managers Account managers are entrusted with a variety of responsibilities that collectively aim to fortify the client-agency relationship. Account management tends to engage in negotiation-oriented dialogue, driven by the impetus of strategic opportunity development.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

SalesGlobe

OCTOBER 10, 2023

How AI Can Benefit the Sales Team B2B sales are often complex, with many stakeholders, intricate decision processes, and high-stakes negotiations. In this article, I will touch on reasons why B2B sales teams can benefit from AI and some of the challenges teams may encounter.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

DemandFarm

APRIL 8, 2024

For them, nailing relationships is non-negotiable. “ They have realized that key account management in its simplest form is all about pure human-to-human connections in a B2B world. See All the Steps you’ve taken to Engage an Account under One Roof. What if your AMs want to share their account plans for an offline review?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

OnStrategyHQ

DECEMBER 20, 2023

Questions to Ask: What are the key non-negotiables that are critical to the company’s success? Before taking action, decide whether to create plans directly derived from the strategic plan or sync existing operational, business, or account plans with organizational goals. How will we behave?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Louise Collins Associates

NOVEMBER 24, 2017

This should be a non-negotiable principle of KAM in any organisation. But if your current key account team is only represented by sales or marketing roles, then you need to rethink. They are accountable for the delivery of the sales team actions against the account plan, in line with commercial goals.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Janek Performance Group: Account Planning

AUGUST 4, 2021

Yes, the goal of SAM is to grow the account and generate even more revenue, but this is a service role as much as it is a sales one (as indicated in the previous point). Cultivating, developing, and mastering these essential traits and habits will in turn help strategic account managers be the best they are capable of being.

Account Management 40

Account Management Management Communication Stakeholders 40

Arpedio

JUNE 22, 2022

B2B sales negotiations can go south for various reasons, however, most of the time these reasons don’t include hard skills and product features. Is there anyone in the target account you need to know better? And you should then be able to leverage your relationship map in your strategic account planning.

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

Arpedio

MARCH 26, 2024

Sales Strategy: Centers around activities and processes involved in closing deals and generating revenue, such as negotiation, contract signing, and order fulfillment. Utilizing Account-Based Selling Tools: Invest in account-based selling tools , such as ARPEDIO.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

MARCH 6, 2024

Strategic Planning Successful account management entails more than just reacting to client requests; it requires proactive strategic planning. Account managers should develop comprehensive account plans that outline short-term and long-term objectives, strategies for achieving them, and key milestones for tracking progress.

Account Management 52

Account Management Management Prioritization Client Relationships 52

SmartKarrot

JULY 11, 2022

Negotiate commercial terms for new product upsells and contract renewals. Manage a portfolio of accounts with a focus on renewals and up-sell conversations. Establish and maintain relationships with key stakeholders, strategic account planning and promote internal advocacy.

Customer Success 3

Customer Success Facilitation Stakeholders Account Planning 3

Arpedio

MARCH 27, 2023

To prepare for complex, high-stakes negotiations, especially ones involving long- term, strategic customers, it is critical to know the context around the relationship in order to adequately formulate a strategy.

Sales 52

Sales Account Management e-Learning Decision-making 52

SmartKarrot

MAY 30, 2023

You will form close ties with important users and stakeholders in this capacity, manage a number of accounts across EMEA, and develop and carry out growth plans. Close deals after negotiation. You have knowledge of business continuity, crisis management, and incident management, as well as risk and compliance.

Customer Success 19

Customer Success Emotional Intelligence Stakeholders Negotiation 19

SmartKarrot

JANUARY 20, 2023

As a Director of Customer Success, you will be responsible for leading a team of 6 remote reps, focused on renewals, upsells, and expansion within existing accounts throughout North America, while also maintaining a book of 4-5 key accounts on their own.

Customer Success 19

Customer Success Onboarding Government Negotiation 19