RAIN Group

APRIL 14, 2021

According to our research of sales, enablement, and company leaders: 64% prioritize increasing business with existing accounts. 62% prioritize improving customer retention, repeat business, and renewals. Despite this, only 8% of executives rate their account planning process as very effective.

Account Planning 69

Account Planning Prioritization Sales Account Management 69

Brooks Group

JANUARY 9, 2025

Territory planning: Systematically organize and prioritize sales activities within a geographic or account-based region to maximize coverage and results. Account Management Skills for Success The role of an account manager requires more of a farmer mentality.

Account Management 99

Account Management Management Sales Account Growth 99

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. But with account planning, sellers build on the confidence and security they have already established.

Account Planning 52

Account Planning Prioritization Decision-making Organization 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.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 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

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

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

Clarity Engagement Solutions

FEBRUARY 7, 2022

. • Provides a consistent, repeatable process for strategic account management tailored to the life sciences, med-tech and financial industries. • Calculates the win probability of each opportunity. • Automates the prioritization of multiple opportunities. • Increases visibility for strategy and resource planning around key accounts.

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

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

DemandFarm

JUNE 13, 2023

Account Planning Readiness Assessment: Developed by Forrester Assess your organization’s readiness for effective account planning with this downloadable checklist by Forrester. Receive actionable guidance and industry expertise to enhance your account planning capabilities and drive long-term success.

Account Planning 52

Account Planning Facilitation Prioritization Decision-making 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

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.

Account Planning 52

Account Planning Decision-making Communication B2B 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

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

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.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 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.

Account Planning 52

Account Planning Value Proposition Account Management Sales 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

Upland

MAY 5, 2023

Being a trusted advisor is how you get into that room. In Not Just Another Vendor, the latest, indispensable book on account planning to come out of Altify, we learn about one seller who took a long time to learn this lesson. Sales were good, but they weren’t great. And he always came prepared. “It

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Hubspot Sales

JULY 22, 2020

Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.” Plan 2 Win’s Account Plan Pro, Pre Call Plan, and Territory Plan Pro make it possible to plan strategic account sales and sales territories that result in closing deals with high-value customers.

Account Planning 131

Account Planning Sales CRM Prioritization 131

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. Build a culture that prioritizes collective success over departmental silos.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. The account management process maximizes the long-term value of select customer relationships by continually aligning your company’s capabilities with the needs of your customer. What plan of action will keep the relationship healthy and profitable? Territory Management.

Account Management 133

Account Management Sales Account Planning CRM 133

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. Automation tools : Automate repetitive tasks and free up time for strategic activities.

Decision-making 52

Decision-making CRM Account Planning Prioritization 52

Brooks Group

OCTOBER 14, 2024

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. Develop skills for creating long-term account management strategies.

Emotional Intelligence 68

Emotional Intelligence Negotiation Sales Training Construction 68

DemandFarm

NOVEMBER 22, 2024

Strategic Account Planning : The ability to design and monitor account-specific growth strategies within DemandFarm creates a roadmap for expansion and allows for real-time tracking, so KAMs are always aligned with client objectives. This enables proactive adjustments based on real-time insights.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Upland

NOVEMBER 27, 2023

It’s a 10x factor approach.” Work as a team As with every aspect of account planning, sellers will be most successful if they approach insight-gathering as a team. “When you collaborate, you’re getting the big picture,” says Billy. What’s driving that business to make decisions? “The Most professionals have coaches.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

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.

Innovation 52

Innovation Account Management Account Planning Decision-making 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.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

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). On a Key Account, the Quarterly Business Review is a key instrument to implement the Account Strategy and the associated Account Plan.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Arpedio

MARCH 12, 2025

Organizations that want to fully harness AI must prioritize data quality, break down silos, and ensure that all account information is centralized and accessible in real time. Conclusion: AI and Data A Critical Partnership AI has the potential to revolutionize sales , but it cannot operate in isolation.

Stakeholders 52

Stakeholders Decision-making Government Account Planning 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

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.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

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

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

Ops teams traditionally rely on basic territory planning and account planning for an initial prioritization, but there isn’t really much prioritization strategy beyond that initial plan for more organizations. Rev Ops Tools. Consistency of the sales motion is key.

CRM 105

CRM Sales Prioritization Decision-making 105

Clarity Engagement Solutions

FEBRUARY 7, 2022

. • Provides a consistent, repeatable process for strategic account management tailored to the life sciences, med-tech and financial industries. • Calculates the win probability of each opportunity. • Automates the prioritization of multiple opportunities. • Increases visibility for strategy and resource planning around key accounts.

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91