ProlifIQ

NOVEMBER 7, 2024

Salesforce Account Plans – Using Your CRM To Drive Strategy Salesforce account plans are a powerful feature within the Salesforce ecosystem, designed to streamline and enhance strategic account planning for B2B sales and account management professionals.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

Strategic Account Management Association

DECEMBER 3, 2020

Non-traditional sources of value will play a growing role in how stakeholders evaluate the impact of companies and their strategic accounts efforts. #2. Sales and account management – no longer an expense but an investment. While firms once viewed sales as an expense, in this environment it’s clearly an investment.

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. This means having a defined sales process. They ask themselves, “is there truly an opportunity here?

Account Planning 195

Account Planning Account marketing Innovation Marketing 195

ProlifIQ

DECEMBER 18, 2024

Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. Let’s talk about how to use AI in account planning.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

ProlifIQ

MARCH 7, 2025

Pre-sale Planning: A Smarter Approach Account plans are often seen as time-consuming, cumbersome, and less valuable than other activities sales and business development teams could be focusing on. Static Account Plans Standardize processes with templates tailored to customer segments.

Account Planning 52

Account Planning Telecommunications Sales Stakeholders 52

ProlifIQ

FEBRUARY 6, 2025

Account Plans Start With Good Research 2025 is here, and new territories and accounts are being handed out. One critical component of B2B selling is account planning. More relationships and stronger engagement at enterprise accounts in Transporation and Logistics through partnerships i Challenges: 1.

Account Planning 52

Account Planning Logistics Internet B2B 52

Revegy

MARCH 5, 2025

When it comes to enterprise sales, driving real success goes far beyond chasing quick wins. Rather, it’s about building sustainable, long-term relationships with your top accounts through a well-formed and strategic approach. For enterprise sales teams, implementing strategic account planning can lead to some serious wins.

Account Planning 52

Account Planning B2B Sales 52

Strategic Account Management Association

AUGUST 10, 2021

SAMA’s and ZS’s The State of Sales Compensation for SAMs is the most comprehensive compensation survey of SAMs and KAMs available anywhere. Participants included 200 Account Managers, SAM Program Directors, and Central Office/Program Managers across 8 industries worldwide. About the Report. In other industries, pay declined by 11%.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Revenue: Revenue targets are developed “bottom-up,” by the account team.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

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?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

Revegy

NOVEMBER 26, 2024

The goals should guide your sales team in understanding […] The post How OKRs Help Sales Teams Align Account Planning with Revenue Goals appeared first on Revegy. The business world is constantly dynamic, so it’s vital to outline clear objectives that describe achievable goals in a qualitative way.

Account Planning 52

Account Planning Sales 52

SalesPop

MARCH 19, 2021

I recently discovered through research just how much of an impact real account planning can have on company success. 93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. In businesses as a whole, though, over 60 percent do not even engage in account planning.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.

Account Planning 98

Account Planning B2B Decision-making Stakeholders 98

Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

Sales 356

Sales Decision-making Organization Negotiation 356

Upland

FEBRUARY 17, 2023

Buying groups have changed the world of B2B sales. Here’s how to just that when working with buying groups. What is a Buying Group in B2B Sales? Here are a few additional challenges buying groups pose to sales teams. In short, you must become a trusted advisor.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 103

Account Management Management Sales Account Growth 103

Revegy

JANUARY 27, 2021

“There are so many variables that shift and change throughout a sales cycle. ” Sales plans aren’t static documents. In this session, Joe Monastiero, VP of Global Sales at Revegy, details why sales planning is mission-critical in 2021 and shares a proven framework for account and opportunity planning.

Account Planning 98

Account Planning Sales Account Management Management 98

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.

Account Planning 98

Account Planning Key Account Management CRM Meetings 98

Gary Smith Partners

OCTOBER 30, 2020

The post How To Build Powerful Key Account Plans In Salesforce appeared first on The Gary Smith Partnership.

Account Planning 98

Account Planning Sales 98

Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Ultimately, the challenge of sandbagging is that of unreliable sales forecasts.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

ProlifIQ

APRIL 8, 2021

If you want to maximize sales revenue, you need to put a method to the madness. Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . When Do You Need Account-Based Selling? Longer sales cycles. Contractual obligations.

Account Planning 91

Account Planning Key Account Management Account Management Decision-making 91

Upland

JUNE 1, 2023

Leveraging account planning can be the best way to unlock the full effect of your land and expand strategy. A land and expand sales strategy is all about landing a deal with a new customer, and then providing excellent service and value with the goal of growing with your customer into new opportunities as they arise.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

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.

Account Planning 102

Account Planning Sales Organization Meetings 102

Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 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.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Remote Working 195

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. What is a Sales Forecast? Is Sales Forecasting Outdated? Some claim that sales forecasting is outdated. However, sales forecasting is still relevant today.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

Upland

SEPTEMBER 21, 2023

Nigel Cullington, VP of Marketing of Upland Software’s Sales Effectiveness Division, spoke with Alex Gluz on the Revenue Engine Podcast about the vital lessons outlined from real life sellers in his recent book, Not Just Another Vendor. This means having a defined sales process. They ask themselves, “is there truly an opportunity here?

Software 221

Software Software Account Planning Account marketing 221

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. Sales map example for smaller accounts. See a side-by-side comparison for an example.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

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.

Account Planning 39

Account Planning Account Management Management Customer Success 39

Arpedio

APRIL 29, 2024

A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. It provides a clear roadmap for sales teams to follow, outlining the steps and actions necessary to reach their goals.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Revegy

JUNE 27, 2024

Strategic account planning is essential for maximizing revenue from your largest accounts. By understanding and addressing each customer’s unique needs and opportunities, sales teams can drive growth and retention. What is Strategic Account Planning? What is Strategic Account Planning?

Account Planning 52

Account Planning Sales 52

Upland

JANUARY 26, 2023

However, one thing remains consistent – when it comes to complex sales, buyers prefer a human touch. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

AUGUST 9, 2023

What we found in discussing account planning and the value of relationships with sellers in our recent book, Not Just Another Vendor , is that building successful relationships offers real, tangible business benefits like: Understanding key motivations to tailor unique solutions. . #1: These teams never ask “What can I sell?”

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Gary Smith Partners

FEBRUARY 6, 2025

The Power of Contact Heat Maps In Sales & Account Planning Contact us Contact Heat Maps are vital for designing and executing successful account plans and customer-specific sales strategies. Want to know more? In this blog post, I'll explain: What a Contact Heat Map is.

Account Planning 52

Account Planning Sales 52

Account Manager Tips

MARCH 23, 2021

Launch, implement and monitor account plans that speed up business results and client satisfaction. Effective key account management Successful key account management requires an eco-system of elements that align to deliver successful outcomes for you and your clients. Account plan process. Change Agent.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Janek Performance Group: Account Planning

JULY 25, 2023

All sales organizations need new business to thrive and grow. As such, they often prioritize new accounts. For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. This makes effective account planning essential. These may or may not prove fruitful. Happy customers buy more.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52