Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 120

Customer Success Decision-making Account Strategy Account Management 120

Account Manager Tips

OCTOBER 11, 2021

Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Key account managers without an action plan will fail. Schedule large blocks of time for specific important activities. Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. They start picking over little details. Challenging you on choices that were made months or even years ago. Schedule a discovery meeting as soon as possible to figure out what their priorities are.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Customer Think

MARCH 6, 2023

Advanced AI & NLP empower sellers to instantly transform complex financial data and insights into deeply tailored account strategies, plans, and content using prompts, guides, and one-click downloads

Account Strategy 52

Account Strategy Management Sales 52

SBI

OCTOBER 9, 2018

For example our account planning tools will provide a simple way to build an account strategy in Salesforce, but to build a great account strategy requires creative brain power too. My performance was affected by my inability to use the tools at my disposal in the right way.

Account Strategy 55

Account Strategy Account Planning Suppliers B2B 55

Arpedio

NOVEMBER 22, 2023

← Back to case studies What is the primary focus of ARPEDIO's Account Management solution?

Account Strategy 52

Account Strategy Account Management Communication Management 52

KAM With Passion

JUNE 20, 2021

It focuses on analysing a Key Account and its business with the vendor along various dimensions: business strategy, network of relationship, depth of customer intimacy, nature of opportunities, competitive positioning. The training module also covers how to build an Account Strategy and the associated Action Plan.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Arpedio

NOVEMBER 29, 2023

December 2 What is the primary focus of ARPEDIO's Account Management solution?

Account Management 52

Account Management Account Planning Account Strategy Stakeholders 52

SalesPop

MARCH 19, 2021

Such transparency is the only thing that makes it possible to integrate account strategies and reach the company goal. Each account management sales rep should conduct the planning for each of their accounts. Planning Specifics.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

Miller Heiman Group

JANUARY 31, 2019

These three essential selling skills can have a great impact on your long-term success in large accounts. We know a thing or two about account strategy planning. Learn about our Large Account Management Process and prepare to take your results to a new level.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Revegy

NOVEMBER 18, 2024

Trends in AI, account strategy, and collaboration are becoming central to successful sales operations, helping businesses not only grow but build long-term value for their clients. As companies focus more on scalable revenue growth, the revenue enablement field is evolving rapidly.

Account Strategy 52

Account Strategy Sales Account Planning Account Management 52

KAM With Passion

NOVEMBER 11, 2020

On a Key Account, the Quarterly Business Review is a key instrument to implement the Account Strategy and the associated Account Plan. Business Reviews in a Key Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Clarity Engagement Solutions

APRIL 26, 2021

While the goal of positioning products against the competition in ways that promote appropriate, effective usage by patients will always need to be part of any good account strategy, it must finally take its proper place as a cog in the larger machinery of strategic customer engagement.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

While the goal of positioning products against the competition in ways that promote appropriate, effective usage by patients will always need to be part of any good account strategy, it must finally take its proper place as a cog in the larger machinery of strategic customer engagement.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

While the goal of positioning products against the competition in ways that promote appropriate, effective usage by patients will always need to be part of any good account strategy, in a post COVID-19 age, it must finally take its proper place as a cog in the larger machinery of strategic customer engagement.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Hubspot Sales

MAY 19, 2020

They’d be wise to identify and target these brand-name companies with a bespoke account strategy. As a company grows, they may need brand-name logos on their website or brands that are well known in a particular industry/market. Wake the dead : A closed-lost deal need not be the end of a relationship.

Decision-making 119

Decision-making Management Acquisition Value Proposition 119

PandaDoc

APRIL 21, 2023

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. While it may seem like it from an altruistic perspective, treating all accounts fairly isn’t actually a viable key account strategy and doesn’t guarantee a successful relationship with your top portfolios.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Clarity Engagement Solutions

APRIL 26, 2021

While the goal of positioning products against the competition in ways that promote appropriate, effective usage by patients will always need to be part of any good account strategy, in a post COVID-19 age, it must finally take its proper place as a cog in the larger machinery of strategic customer engagement.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Jermaine Edwards

MAY 27, 2020

Are you really THE expert? We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones simply know its importance as they do it weekly, not just before a call. When I started out in sales I was told to do customer research. No one told me what I should be researching, why and how I should use it.

Key Account Management 195

Key Account Management Account Management Innovation Suppliers 195

Cosawi

JANUARY 29, 2024

They can also bring the product and campaigns in a relevant manner to the account strategy and business fit and are the owners of what we call the closet. Account managers are responsible for the account plan, which includes engagement strategies.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

Sales 52

Sales B2B Decision-making CRM 52

DemandFarm

NOVEMBER 22, 2024

Strategic Planning Account-specific growth strategy alignment with account goals Collaboration with economic decision makers on long-term objectives Responsiveness to shifts in account strategy 4.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Revegy

AUGUST 12, 2020

Sales reps and account leaders who continue to nurture interpersonal relationships in your key accounts are the externally facing driver for customer-centric selling in your organization but value-driven customer-centricity requires engagement and focus at all levels. The best ideas may not always come from the sales team.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

ProlifIQ

OCTOBER 30, 2024

With access to real-time data and historical trends, businesses can develop detailed account plans and set realistic goals. These tools help teams prioritize their efforts, allocate resources effectively, and ensure that account strategies align with overall business objectives.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

ProlifIQ

JUNE 21, 2023

How does a strategic plan differ from a key account strategy? A strategic plan is a high-level roadmap that outlines the overall direction, goals, and strategies of an organization. On the other hand, a key account strategy is a focused approach specifically tailored to manage and grow a particular key account.

Account Management 52

Account Management Management Account Planning Stakeholders 52

SBI

MAY 8, 2012

It is vital not only to identify account goals at the beginning of the year, but to re-evaluate these goals periodically (spring is a good time!). Plan2Win software helps salespeople like you develop territory and account strategies. How can you alter, or refocus your sales plan accordingly to optimize your efforts?

Account Strategy 33

Account Strategy Sales Finance Communication 33

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 52

Customer Success Decision-making Account Strategy Account Management 52

SBI

APRIL 26, 2018

Clive: Any organization that has a key and named account strategy and is selling into other enterprises can drive value from the Agent3 platform and, in particular IT, telco, services, manufacturing and financial institutions can achieve significant ROI. And our blog has a plethora of articles and case studies.

Sales 55

Sales Manufacturing Account Strategy Organization 55

ProlifIQ

OCTOBER 4, 2023

This strategy forms the foundation of your approach to managing and developing relationships with your most important accounts. Customer Segmentation One of the first steps in crafting your account strategy is customer segmentation. This includes regular communication, trust-building, and understanding customer goals.

Account Management 52

Account Management Management Account Planning Key Account Management 52

SBI

FEBRUARY 25, 2018

Its Account Plan helps account managers to build, follow, and measure a key account strategy. Outside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Visit Outside In Sales.

Account Planning 26

Account Planning Account Strategy Account Management Organization 26

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I’m really wet behind the ears with this.

Management 48

Management Suppliers Profitability Account Management 48

DemandFarm

APRIL 26, 2023

In this role, the focus is on managing larger accounts, developing and implementing key account strategies, and leading a team of Key Account Managers.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

DemandFarm

JULY 26, 2023

AI-powered tools can also enable your own decisions regarding the selection of key accounts, their retention and acquisition of new clients. You can also personalize your interactions and get optimum results for your existing as well as new account strategies by using automation tools such as chatbots.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

DemandFarm

APRIL 18, 2023

Optimizing a connected apps ecosystem with your digital account planning tool A single place for Account Intelligence can serve as a perfect place to plug in critical data points in the right context of Account Planning.

Account Management 52

Account Management Digitalization Management Account Planning 52

Deep Insight

AUGUST 16, 2021

Long-term planning is abandoned as long-term account strategies struggle to survive the relentless demands of a quarterly sales culture. ‘Whale Hunting with Global Accounts’ may not answer every question a Global Account Manager has. Cooperation and collaboration are pushed into second place.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

SBI

APRIL 4, 2018

Building the right strategy for each opportunity focused on winnable deals will improve win rates, reduce pipeline slippage, and help to raise the accuracy of the forecast. Only 18% of B2B companies we asked recently were happy with the quality of their account strategies for their most important customers.

B2B 20

B2B Sales Decision-making Account Planning 20

ProlifIQ

NOVEMBER 9, 2022

According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.”

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52