Upland

MARCH 2, 2023

While Salesforce does offer plenty of great features, many enterprises will need to complement their CRM with account planning technologies and capabilities that uniquely fit their own business challenges. Account planning as a practice is best done with Salesforce.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

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

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). Most would agree.

Marketing 52

Marketing Suppliers Account Planning Investors 52

Red Star Kim

JUNE 7, 2023

I was delighted to return to Dublin to lead an in person training workshop for PM Forum Ireland on “ Being more strategic” with delegates from law, accountancy and consultancy firms. We considered strategic thinking, business strategy and marketing and business development strategy.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

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. Emotional Intelligence (EQ) – Building strong relationships requires empathy and adaptability.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

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. Doesn't understand their value proposition A bad key account manager relies on marketing for messaging. Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

Jermaine Edwards

MAY 6, 2020

They began to see 20% of their customer base move to explore manufacturing overseas to reduce their own costs, access new markets and grow their profits. Take another company providing unique market intelligence for large global organisations in the pharmaceutical and retail industries. What do they do? Digital Company. Adaptation.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

Arpedio

NOVEMBER 22, 2023

Streamlining client account strategies and improving long-term relationship management natively in Salesforce Managing Santa's list of who's naughty or nice Coordinating the delivery of Christmas stockings globally First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications (..)

Account Strategy 52

Account Strategy Account Management Communication Management 52

Hubspot Sales

JULY 1, 2019

According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales? An account-based model treats every account like a market of one. A successful account-based approach requires cross-department coordination. ABS requires laser precision of target accounts.

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

Arpedio

NOVEMBER 29, 2023

Streamlining client account strategies and improving long-term relationship management natively in Salesforce Managing Santa's list of who's naughty or nice Coordinating the delivery of Christmas stockings globally First name Last name Company Work email By submitting this form I agree to ARPEDIO's privacy policy and to receive marketing communications (..)

Account Management 52

Account Management Account Planning Account Strategy Stakeholders 52

Jermaine Edwards

APRIL 16, 2020

On March 1st, 2020 the world was hit with a global pandemic that literally transformed the way every business viewed themselves, their markets and their own position within them almost overnight. Rising costs and a heavily regulated market. After mergers in the 1960’s it was into markets like televisions, computers, plastics and so on.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

Jermaine Edwards

JUNE 29, 2020

At the beginning of your relationship, your particular contact has the role of a VP of sales, or VP of marketing. All of a sudden the following year, now they become the chief marketing officer. Maybe communicate with marketing. Let’s just take an example. Now you might think, “Hey, that’s great.

Communication 130

Communication Decision-making Finance Key Account Management 130

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. Good selling.

Account Strategy 55

Account Strategy Account Planning Suppliers B2B 55

Miller Heiman Group

JANUARY 31, 2019

This account plan should also utilize whatever assets possible from marketing, implementation, customer support, product development and sales enablement, etc., As large account sales professionals, it’s our responsibility to preempt the “don’t upsell me” attitude of many of our customers. to drive the most value for the buyer.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Jermaine Edwards

MARCH 26, 2020

Concerns of the CoronaVirus spanned the market. Customers becoming more risk-averse could be the result of a market anomaly that is out of your control. That was what I experienced at the beginning of March 2020. The phone began to ring from my customers around the world, business partners and team members.

Key Account Management 130

Key Account Management Marketing Meetings Account Strategy 130

Jermaine Edwards

MARCH 17, 2020

Its use was popularised in the field of marketing and spawned a new thought movement that inspired what is now used within the customer experience industry. Product innovation and new market access. What is the Customer Life Cycle? The term customer life cycle is still very new and can be traced back to the early 90s.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Account Management 130

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

Revegy

AUGUST 12, 2020

Bringing all departments into the customer-centric fold is the only way to truly operationalize customer-centric account strategy and drive revenue growth. The best ideas may not always come from the sales team.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

SBI

APRIL 26, 2018

Customers such as Atos, British Telecom and Tata Communications use the Agent3 platform to focus their sales and marketing efforts on engaging the right person, at the right time, with the right message to build a bigger pipeline that is faster to close. Account team feedback on quality/value of insights.

Sales 55

Sales Manufacturing Account Strategy Organization 55

DemandFarm

APRIL 18, 2023

A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. Over time, the sales tech and marketing tech landscape for most B2B organizations becomes crowded.

Account Management 52

Account Management Digitalization Management Account Planning 52

Jermaine Edwards

MAY 18, 2020

The commitment-trust theory of relationship marketing says that two fundamental factors, trust and commitment, must exist for a relationship to be successful. In many cases there can be a great divide in communication between product creation, sales, marketing, customer service etc; this is a fatal mistake.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

The commitment-trust theory of relationship marketing says that two fundamental factors, trust and commitment, must exist for a relationship to be successful. In many cases there can be a great divide in communication between product creation, sales, marketing, customer service etc; this is a fatal mistake.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

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

DemandFarm

APRIL 1, 2025

This visual map of relationships lets you track each stakeholders influence and sentiment, identify champions vs. detractors, and plan your account strategy accordingly. In fact, research shows that when sales teams map at least six supporters in an account, win rates can triple. Everything lives in your CRM account record.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

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.” This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

DemandFarm

MAY 12, 2023

As the company expanded its operations, it had high hopes for continued growth in the global market. With a clear understanding of their global accounts and customized strategies tailored to each market, they would be able to overcome the challenges of cultural differences and local business practices.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

ProlifIQ

JUNE 21, 2023

Strategic account management planning involves proactive and strategic thinking. It requires thorough analysis, research, and insights to identify the right accounts and formulate effective account management strategies. How does a strategic plan differ from a key account strategy?

Account Management 52

Account Management Management Account Planning Stakeholders 52

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

DemandFarm

APRIL 26, 2023

They are also responsible for identifying new opportunities for growth and working closely with internal teams to develop strategies that drive revenue growth. They must also collaborate with marketing, sales, and product development teams to ensure that their clients receive the best possible service and support.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

SBI

APRIL 4, 2018

This week I interview Garry Mansfield , Founder of Outside In Sales & Marketing. 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. We call it Sales Tech Game Changers.

B2B 20

B2B Sales Decision-making Account Planning 20

Arpedio

JANUARY 5, 2024

The Importance of a Strategic Account Plan in Sales A strategic account plan stands at the core of achieving exceptional sales performance and establishing continued customer retention. Let us delve into the specifics that underscore the potency of a carefully crafted account strategy. Quantify resource investment.

Account Planning 52

Account Planning Value Proposition Account Management Sales 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

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. – Treat all accounts the same way.

Management 48

Management Suppliers Profitability Account Management 48

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Luminas Strategy

OCTOBER 2, 2022

For five years they had ridden the wave of market growth – and now they were being tasked with outpacing it. Like many mature organizations, most of their revenue came from a small base of strategic accounts they thought were highly penetrated. So, I posed the question: “How are we going to outrun market growth next year?”

Account Planning 52

Account Planning Energy and Utilities Manufacturing Decision-making 52

Arpedio

AUGUST 24, 2022

To put it really simple: Account planning is the process that occurs when you map out essential details about a new prospect or an already existing customer. Think of it like this: a marketing strategy that sales, marketing and account management professionals use in order to maintain marketing efforts to their existing clients.

Account Planning 52

Account Planning Account Development Management Account Management 52

Cosawi

DECEMBER 28, 2021

Stay informed on the account through an established strategic account process. Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52