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.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

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.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

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.

Account Planning 52

Account Planning Decision-making Communication B2B 52

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.

CRM 195

CRM Management Stakeholders Decision-making 195

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

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. This approach is effective in complex B2B sales environments and aims to build trust and credibility, demonstrate expertise, and create value for the customer.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SalesGlobe

NOVEMBER 10, 2023

This is the stage where your company is building marketing campaigns, planning events or an account plan, all with the intent of getting the attention of the buyer and creating that first level of engagement with them where the buyer is interested in learning more. Buyer Engagement – First Gate.

Sales 52

Sales Account Planning B2C Organization 52