Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account Management 104

Account Management Management Stakeholders Profitability 104

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. Warwick Brown // Account Manager Tips.

Account Management 246

Account Management Key Account Management Management Suppliers 246

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

Hubspot Sales

MARCH 18, 2019

Key accounts are 60 to 70% likelier to close than new ones, plus spend 33% more on average. According to the Harvard Business Review , customer satisfaction increases 20% within a few years of starting a key account management program. Profits and revenue, meanwhile, can increase by 15%. Key Account Management Strategy.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

Arpedio

OCTOBER 11, 2021

Define the role of your KAMs or SAMs as leaders in your business SAMA offers a vital community to accelerate KAM programs It’s Strategic Account PlannING, not Account Plan Digital has permanently transformed the KAM role. SAMA is a global non-profit organization with more than 15,000 members. Denise Freier.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Business Growth Innovation 52

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. Many sellers engage in opportunity planning when they pose questions such as: What business problem are you trying to solve for the customer? Who are the stakeholders you need to engage with? What plan of action will keep the relationship healthy and profitable?

Account Management 133

Account Management Sales Account Planning CRM 133

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

Brooks Group

DECEMBER 1, 2023

This Strategic Account Management Training Program will teach your salespeople how to build strategic account plans to organize, manage, and grow their key accounts. It’s far more profitable to retain existing customers than to find new ones, so it’s key that your team keep customer satisfaction top of mind.

Account Management 105

Account Management Management Account Planning Sales Training 105

Upland

NOVEMBER 27, 2023

What has their profit and revenue looked like in recent years? 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. Who do they sell to?

Suppliers 195

Suppliers Account Planning Decision-making Leadership 195

Revegy

FEBRUARY 25, 2020

stakeholders in 2014 to 10.0 Thousands of sellers tout the following framework benefits: Comprehensive account planning. Increase profit margins. Our solutions expand profit margins by automating production processes and lowering total cost of manufacturing.”. The average size of a buying group has gone from 5.4

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools. Could it be any more boring?

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

Revegy

OCTOBER 2, 2019

Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. Key accounts are hard to win, hard to retain and particularly challenging to grow. 4. Changing Needs.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

ProlifIQ

MARCH 19, 2021

Increasing customer retention rates by even a small percentage can turn into a much larger boost in your company’s profit. Also, due to the sheer size of enterprise accounts, they offer more deals overall compared to smaller accounts (on average). Think of the deal that landed you the enterprise account.

Account Planning 52

Account Planning Stakeholders Profitability CRM 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?

Key Account Management 52

Key Account Management Account Management Digitalization Management 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. Which key stakeholders are your “champions” and will help you retain the account, or even grow it?

Account Management 52

Account Management Management Account Planning Stakeholders 52

ProlifIQ

MARCH 19, 2021

Increasing customer retention rates by even a small percentage can turn into a much larger boost in your company’s profit. . Also, due to the sheer size of enterprise accounts, they offer more deals overall compared to smaller accounts (on average). Think of the deal that landed you the enterprise account.

Account Planning 52

Account Planning Stakeholders CRM Profitability 52

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability.

Key Account Management 52

Key Account Management Account Management Global Accounts Ecosystem Leadership 52

Arpedio

MAY 10, 2023

By focusing on your most important customers and developing customized strategies to meet their needs, you can build strong personal relationships and increase revenue and profitability. With its significant impact on a company’s bottom line, key account management is a strategy that no business can afford to ignore.

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Janek Performance Group: Account Planning

JULY 13, 2021

Hence, the best strategic account manager is not necessarily your best sales rep (we’ll talk more about that later). Why should we use strategic account management? Because it’s often the single best way to guarantee long-term profitability and existence for your organization. What are their target markets?

Account Management 52

Account Management Management Account Planning Interpersonal Skills 52

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. But it’s a very similar dynamic, I’m still creating a plan. I’m working toward that plan. I’m updating internal and external stakeholders, and all that sort of stuff.

Account Management 98

Account Management Management Account Planning Co-Creation 98

ProlifIQ

AUGUST 17, 2023

Introduction: In the dynamic landscape of B2B sales, adopting innovative strategies is essential for sustained growth and profitability. This method focuses on acquiring new customers while simultaneously nurturing existing accounts to drive expansion and increase company revenue.

Acquisition 52

Acquisition Customer Success Stakeholders Profitability 52

Arpedio

JANUARY 9, 2024

Ready to streamline your account planning? Try ARPEDIO's Account Planning tool. Metrics and KPIs guide Account Managers in allocating resources effectively, ensuring that efforts are focused on activities that yield the highest return on investment and contribute to overall account success. Let's talk!

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

JUNE 10, 2024

Consider factors such as profitability, purchasing behavior, industry vertical, or geographic location. 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.

Account Management 52

Account Management Management e-Learning Retail 52

Arpedio

JUNE 20, 2022

You have to know exactly where the money is coming from, where you are not profiting, and what your customers want. This is a great way to finetune your qualification process and let you know when to walk away from a deal – no profit, no deal! This provides you with a simple yet extremely powerful strategic account planning tool.

B2B 52

B2B Account Management Digitalization Account Planning 52

OnStrategyHQ

MAY 18, 2021

Financial Strategic Objectives: To establish a financially stable and profitable company. Profitability: Maintain margins at XX%. The scorecard has four categories of measures: Financial/Mission — How do we look to our stakeholders? Shift revenue mix majority of product sales to service sales.

Organization 96

Organization Facilitation Small Business Marketing 96

Gordian Business

JULY 23, 2019

An organisation working on one strategic account, regular internal and account meetings and some form of account plan and objectives, is better than a near-perfect SAM program in the drawer gathering dust. SAM is an initiative to change organisational culture, so small steps and building momentum are critical.

Management 52

Management Account Management Leadership Account Planning 52

Arpedio

JANUARY 11, 2023

In order to actually grow your existing accounts, it’s not enough to just develop your stakeholder relationships – you need to nurture the relationships with the people in your key accounts. By identifying and building strong relationships with your key accounts, you are able to grow customer loyalty and revenue stream.

Account Management 52

Account Management Management Key Account Management B2B 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. All of this means that the key influencers and stakeholders who are critical to developing relationships with your accounts might well be different from the ones you began with.

Account Management 52

Account Management Management Negotiation Account Planning 52

Arpedio

AUGUST 22, 2023

Table of Contents Understanding the importance of account management First things first: Key account management is a strategic business approach in which a company dedicates personnel and resources to foster a mutually advantageous association with its most valuable clients. Superior together. Enhance forecast accuracy.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Arpedio

MAY 30, 2022

Last week more than 500 Strategic Account Managers (SAMs) and leaders of SAM programs gathered in New Orleans for the annual Strategic Account Management Association (SAMA) conference. It’s an event for everyone interested in growing profitably with their company’s most strategic customers. Aggreko and Premier Inc.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Arpedio

APRIL 30, 2024

Additionally, by incorporating ARPEDIO’s suite of solutions into their technological arsenal, businesses can further enhance their account planning and management capabilities. Conclusion In conclusion, implementing effective account growth strategies is crucial for businesses looking to achieve long-term success.

Account Growth 52

Account Growth Client Relationships CRM Business Growth 52

Arpedio

JULY 12, 2023

You can think of it like this: Marketing creates the initial demand and interest after which account-based selling activities take over to build relationships, engagement and consensus among the stakeholders involved in the buying decision. In other words, ABM focuses on quality over quantity. Superior together.

Marketing 52

Marketing Advertising Decision-making Value Proposition 52

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

Janek Performance Group: Account Planning

AUGUST 4, 2021

Naturally, it’s important to make sure account managers have a firm grasp of the primary communication styles. Coach them in how to identify what mix of communication styles they themselves use and the ones that key stakeholders in their client organizations use.

Account Management 40

Account Management Management Communication Stakeholders 40

Arpedio

OCTOBER 10, 2023

By doing so, you’ll not only unlock the full potential of account-based selling but also create lasting, profitable relationships with your most coveted target accounts. Get started today Prev Previous post Account-Based Marketing (ABM) vs Account-Based Selling (ABS) #1 Account-Based Selling Platform Powerful alone.

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Decision-making Account Planning Marketing Stakeholders 52