Upland
MARCH 19, 2021
Increased account penetration boosts revenue. Even as account planning, cross-selling and upselling are buzzwords in professional services and other B2B industries, there is often not a great handle on how much opportunity exists in current accounts, or how the company is performing on delivering against that upside.
Upland
MARCH 23, 2023
Sandbagging in Sales is a Relationship Problem Despite the considerable focus placed on deal probabilities, analytics, and forecast accuracy, building a holistic understanding of the relationships and influence within accounts remains a blind spot for many organizations.
Upland
MARCH 13, 2023
In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science. It is no longer about guesswork. It’s a big blind spot to have.
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. It’s putting their needs ahead of the sale to form long-term relationships. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today.
KAM With Passion
NOVEMBER 3, 2020
You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. So, what do you plan to do about it? Sales and company leaders, imagine you are a ship captain. Focus on Customer Targeting and Account Planning.
Upland
MARCH 29, 2023
This is part of the mindset shift required to become effective at relationship management and is also a key aspect of account planning. This information is crucial for developing a comprehensive account plan that targets the right individuals and departments.
SalesGlobe
OCTOBER 11, 2023
Success in Challenging Sales Environments Mark Donnolo Welcome to the Rethink Sales Podcast. And and, you know, we talk about aspirational account planning and strategy and everybody’s always asking like, what’s the tool? I’m Mark Donnolo. Michelle Seger And I’m Michelle Seger.
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