SalesGlobe

SEPTEMBER 12, 2023

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. What’s Aspirational Account Planning? Is not history, projected forward.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Revegy

NOVEMBER 8, 2018

Your strategic account planning process is integral to optimizing revenue in your largest accounts. What is Strategic Account Planning? Before we dive into account planning best practices, let’s all get on the same page about account planning. Sales Management Process.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

Engage Selling

MARCH 31, 2017

A few weeks ago, I was at a client sales management meeting and we were discussing Account Management because many were concerned that they were starting to lose some of their accounts. There was a lot of resistance from the … Read More »

Account Planning 60

Account Planning Account Management Sales Sales Management 60

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 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.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. Account Planning. ACCOUNT PLANNING. Step one in the process is Account Planning. Most reps struggle with prioritizing their accounts and prospects. Develop a tactical plan on how to win the deal.

Account Planning 121

Account Planning Stakeholders Decision-making Prioritization 121

Upland

MAY 4, 2023

As sellers big whale deals take unexpected twists and turns, sellers are going to look towards smaller deals to make ends meet, driving down that deal size and ultimately inhibiting sales velocity. In part, it’s through focusing on the relationship, and ensuring good account planning practices.

Sales 356

Sales Decision-making Organization Negotiation 356

DemandFarm

SEPTEMBER 10, 2024

Imagine you are a sales manager at a mid-sized tech company. Without a structured plan, the chances of securing the expanded contract are uncertain. Without a structured plan, the chances of securing the expanded contract are uncertain. This is where sales account planning comes into play.

Account Planning 40

Account Planning Client Relationships Sales Retail 40

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively.

Account Management 133

Account Management Sales Account Planning CRM 133

Revegy

JANUARY 5, 2021

Overall agreement on goals, process metrics, reporting mechanism, and sales management cadence. Feedback mechanism-input into the business planning process and product roadmap. Key Account Selection. Strategic Account Management. Participation by the full account team, functional support areas (e.g.

Account Management 105

Account Management Global Accounts Management Account Planning 105

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.” Demand Metric Key Account Planning. EmailAnalytics. Pricing: Starts at $5/user/month.

Account Planning 131

Account Planning Sales CRM Prioritization 131

Engage Selling

NOVEMBER 29, 2019

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More »

Account Management 88

Account Management Management Account Planning Sales Management 88

Sales Latitude

AUGUST 2, 2018

Whenever I coach sales people and sales managers, I ask them specific questions to see how much they know about their customers and prospects, with an eye towards understanding the quality of their pipeline. Do Thorough and Proactive Account Planning. Sure, ok – that’s true. But that’s not the whole picture.

Account Planning 76

Account Planning Sales Facilitation Leadership 76

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. Territory Management. Account Planning. Sales Call Planning.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SBI Growth

OCTOBER 4, 2013

Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Account Planning: In large dollar transactions, company knowledge, trends and purchasing habits are crucial. Refer to the Quota Validation Guide for additional metrics which pertain to sales management.

Sales 122

Sales Account Planning Sales Management Marketing 122

SBI Growth

DECEMBER 28, 2013

Most sales leaders are getting ready to roll out new initiatives – Sales process, compensation plans, account planning, etc. After the reps give their stamp of approval, the sales managers are involved. Assemble a pilot group of managers to field test the new initiative as well.

Account Planning 118

Account Planning Sales Management Leadership Management 118

Hubspot Sales

AUGUST 25, 2018

The average rep tenure sits at 18 months and the average time a rep spends as an SDR prior to an account executive promotion is between 13-18 months. It's not much of a leap to say reps are impatient for a promotion and jump ship before their managers get the chance to offer them one. What Can Sales Managers Do About Sales Retention?

Sales 111

Sales Acquisition Account Planning Sales Management 111

Hubspot Sales

JANUARY 13, 2021

This ownership, sometimes called sales accountability, is how sales managers prepare their teams for success by giving them all the information, tools, and training they need to succeed and meet quotas. How to Create and Encourage Sales Accountability. Use Accountability to Create a Culture of Success.

Sales 133

Sales Sales Training Performance Review Meetings 133

DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

ProlifIQ

FEBRUARY 8, 2023

This is because much of the data they need and the list of tasks they must execute is hiding in a massive 100-slide deck the average sales team wouldn’t dare touch (or just forget that it exists). For example, the CRM can show the results of previous account plans and identify areas where improvements can be made.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

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. Manager enablement is critical, too often ignored, and far larger than the block size conveys.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Sales Outcomes

OCTOBER 4, 2022

Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

Revegy

APRIL 21, 2021

Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Account Planning & Execution : We can’t always be chasing the next new deal. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

Miller Heiman Group

JUNE 30, 2020

In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. If before we thought that sales managers were running on sand rather than on pavement , they’re now treading quicksand.

Prioritization 78

Prioritization Sales Management Account Planning Account Management 78

SBI Growth

FEBRUARY 20, 2013

Most sales organizations use documents with similar names. Opportunity Plans, Account Plans, etc. They contain things like key personnel, sales campaign objectives, competitor information and so on. Get the Word out – let the reps and sales managers take the spotlight for success.

Sales 113

Sales Account Planning Sales Leadership Leadership 113

Brooks Group

SEPTEMBER 7, 2023

At The Brooks Group, we help clients foster the culture, motivators, and sales training to implement strategic sales account plans and support sales team members as they go after new, and often larger, accounts. Plan First, Then Execute President Dwight D. Plan First, Then Execute President Dwight D.

Account Management 52

Account Management Management Account Planning Sales 52

Janek Performance Group: Account Planning

JULY 13, 2021

Some organizations make the mistake of promoting their top sales reps or transferring a sales manager over to an account manager role. You might think that because a sales manager and an account manager both need management skills, they are interchangeable. But they aren’t.

Account Management 52

Account Management Management Account Planning Interpersonal Skills 52

SalesPop

MAY 7, 2021

We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. A project is primarily made up of objectives.

Account Management 98

Account Management Management Innovation Account Planning 98

Deep Insight

AUGUST 10, 2020

I wanted him to talk about his time as Sales Director at Atos UK & Ireland (which we did cover eventually). Before we got to that point, Joe talked about his first job as a sales manager at Hewlett-Packard (HP). Key Account Management. Account managers are called different things in different companies.

Key Account Management 52

Key Account Management Account Management Management Account Planning 52

Openview

MAY 10, 2019

Very often you will find that—despite increasingly hectic schedules—sales executives want to learn, but only have time for easily-consumable training targeted to their specific learning needs. This feedback, coupled with direction from sales management on the business needs and KPIs that matter most (e.g.

Sales 88

Sales Account Planning Digitalization Innovation 88

Sales Outcomes

SEPTEMBER 13, 2021

Sales Managers’ Responsibilities Fall into Three Different Areas: . Performance Management. During the peak of the 2008-2009 financial crisis, many organizations thinned sales manager positions as part of the effort to cut costs. The more salespeople added the more challenging the sales manager jobs become.

Sales 52

Sales Account Planning Performance Review Sales Management 52

Openview

MAY 11, 2018

Territory and account plan development should also be used to gauge learning progress and knowledge retention. If your sales manager(s) don’t have the resources necessary to ensure that a comprehensive onboarding program is in place, be prepared for ramp-up times and turnover to increase.

Artificial Intelligence 90

Artificial Intelligence Onboarding Sales Profitability 90

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. Account Planning. ACCOUNT PLANNING. Step one in the process is Account Planning. Most reps struggle with prioritizing their accounts and prospects. Develop a tactical plan on how to win the deal.

Account Planning 48

Account Planning Stakeholders Decision-making Prioritization 48

Engage Selling

MARCH 15, 2018

We introduced a quick concept to his sales managers around account management and proper account planning. Last year, I was at an extended leadership team meeting for one of my best clients. After the meeting, I approached them and said, … Read More »

Account Planning 48

Account Planning Account Management Leadership Meetings 48

Revegy

JANUARY 5, 2021

Overall agreement on goals, process metrics, reporting mechanism, and sales management cadence. Feedback mechanism-input into the business planning process and product roadmap. Key Account Selection. Strategic Account Management. Participation by the full account team, functional support areas (e.g.

Account Management 52

Account Management Global Accounts Management Account Planning 52

Sales Latitude

SEPTEMBER 28, 2017

Selling into large accounts can be challenging. As sales managers, we work so diligently to “even out” territories ensuring everyone has a chance to make lots of money. But, in many instances, we limit ourselves in how we go about reaching the potential of large accounts. Large Accounts that Yield Sales Equal to Quota.

Sales 94

Sales Sales Management Management Account Planning 94

Arpedio

SEPTEMBER 22, 2022

ARPEDIO Account Planning & Relationship Mapping. ? Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. ARPEDIO Account Planning. Putting PowerPoint account plans completely behind them. www.aggreko.com.

Account Planning 52

Account Planning Account Management B2B Suppliers 52