ProlifIQ

OCTOBER 30, 2024

By understanding the roles, responsibilities, and interests of these stakeholders, companies can tailor their approach and communication strategies to better meet their needs and foster stronger partnerships. With access to real-time data and historical trends, businesses can develop detailed account plans and set realistic goals.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

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. Schedule a discovery meeting as soon as possible to figure out what their priorities are. Challenging you on choices that were made months or even years ago. Find out their KPI drivers.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 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 120

Customer Success Decision-making Account Strategy Account Management 120

Miller Heiman Group

JANUARY 31, 2019

According to CSO Insights research , buyers say that 62 percent of sellers meet their expectations. On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. We know a thing or two about account strategy planning.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

DemandFarm

MARCH 31, 2025

AI analyzes email sentiment, call transcripts, and meeting notes (via tools like Gong, Chorus, Outreach) to identify at-risk or disengaged contacts before churn risks escalate. AI maps influencers, decision-makers, and hidden stakeholders, ensuring account managers engage the right people at the right time.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Jermaine Edwards

MAY 27, 2020

Just imagine being in your next customer meeting and instead of setting the typical standard agenda your agenda read… Market, Risks and Opportunities. Among the many suppliers your customers have to engage with, your decision to do the work and show up as the expert will transform how you are viewed.

Key Account Management 195

Key Account Management Account Management Innovation Suppliers 195

Brooks Group

DECEMBER 27, 2022

For example, it’s natural that a rep’s prospects won’t want to set a meeting during the last week of December. A phone call to send along well wishes and setting a date to meet in the new year will ensure the rep doesn’t waste downtime. Even if the rep is highly successful, the meeting is important. Empower Your Team.

Sales 97

Sales Sales Leadership Leadership CRM 97

Jermaine Edwards

JUNE 29, 2020

This will mean having clear agenda items in your internal and external meetings that are results and impact focused. Importantly have clear actions that hold everyone accountable. Once a quarter in your review meetings I’d encourage you to consider an item to be just about the future.

Communication 130

Communication Decision-making Finance Key Account Management 130

Revegy

AUGUST 12, 2020

Others may find that these circumstances present an opportunity or a demand for exponential growth and may now be grappling with the challenge of meeting a spike in demand. Stay engaged with your key stakeholders, remind them that you’re by their side for the long-haul and that you will adapt to meet their changing needs.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

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

Jermaine Edwards

MARCH 26, 2020

Both questions offer similar responses but the second question meets the great question criteria as it expands the possibilities and simplifies how to approach the problem. Thinking Time question : How might we explore the real challenge of why customers are doing less business with us? Start asking better questions today.

Key Account Management 130

Key Account Management Marketing Meetings Account Strategy 130

Hubspot Sales

JULY 1, 2019

Executives are also involved in closing these accounts -- giving strategic direction, meeting with customer stakeholders, helping the account team acquire any necessary resources, and so on. ABS maintains this account-level focus after the sale. At the top of the funnel, track how effectively SDRS are engaging prospects.

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

ProlifIQ

OCTOBER 4, 2023

It encompasses a series of well-thought-out actions designed to meet your goals and objectives while ensuring customer satisfaction, retention, and expansion. This strategy forms the foundation of your approach to managing and developing relationships with your most important accounts.

Account Management 52

Account Management Management Account Planning Key Account Management 52

ProlifIQ

JUNE 21, 2023

Account plans are instrumental in managing and retaining strategic accounts. These plans provide a detailed overview of the account’s goals, strategies, and specific actions to be taken to meet the objectives. Strategic account management planning involves proactive and strategic thinking.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Jermaine Edwards

APRIL 16, 2020

The $34 billion French drinks group saw the opportunity in their supply chain and chemicals work to help meet the world’s urgent need for the potentially life-saving product that was in scarce supply.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

Jermaine Edwards

APRIL 29, 2020

Having had the opportunity to meet with, speak, and train more than 4,000 key account managers, executives and what I call customer leaders, these the qualities needed: Lead change Empower People Share a vision Inspire others Solve problems Execute with precision. What kind of leader are you becoming? Customer Leadership Qualities.

Key Account Management 130

Key Account Management Account Management Management Leadership 130

AchieveIt

JULY 13, 2023

We meet with all team members , so we’re not leaving anybody behind,” Candice says. Even down to our gardeners who take care of the grounds of the property, the administrative, the persons who serve tea and coffee—we meet with everybody.” Ways to monitor results and drive accountability Strategies have been finalized.

Banking 52

Banking Government Organization Account Strategy 52

ProlifIQ

NOVEMBER 9, 2022

That means when a conversation begins with your selling team, it can be assumed that most of these people aren’t going into their first discovery meeting blind. 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

Jermaine Edwards

APRIL 3, 2020

We must know how to mobilise a team to meet those demands. This falls apart when you have a customer crisis because it is more nuanced, there are many more people involved and it often comes with greater complexity. To do this we must think about skills and resources, not job titles and positions. It’s about the result, not status.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 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

SOAR Performance Group

MAY 5, 2021

The virtual meeting of the Sales Leadership Community hosted by the Houston Chapter. The topic for the meeting was “Becoming More Strategic with Your Most Strategic Accounts”. The post Episode 36: Becoming More Strategic With Your Most Strategic Accounts appeared first on SOAR Performance Group. At this live […].

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

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. The benefit here is consistency and depth.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

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. The goal is to demonstrate how Thales’s solutions not only meet but exceed the customer’s expectations.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

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

JULY 20, 2023

To achieve this, you strategically devise and execute plans tailored to meet the specific needs of each key account, aiming not only to meet but also exceed their expectations. This information will help you understand your key accounts’ needs and how best you can meet them.

Key Account Management 40

Key Account Management Account Management Meetings Account Strategy 40

AchieveIt

OCTOBER 17, 2023

Organizations tend to perceive accountability as elusive, especially if they lack formal processes for the management of teams and individuals. An accountability system ensures the success of strategic objectives and instills a sense of trust that everyone is responsible to one another.

Leadership 52

Leadership Communication Stakeholders Organization 52

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.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

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. In this role, one is responsible for developing and implementing sales strategies for the entire organization, managing sales teams, and overseeing the sales pipeline.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Arpedio

JANUARY 5, 2024

In the competitive landscape of today’s market, understanding the trifecta of sales targets , business strategy , and client dynamics can propel a sales team’s success exponentially. Let us delve into the specifics that underscore the potency of a carefully crafted account strategy.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

SBI

AUGUST 7, 2018

They also found that only 18% of B2B companies were happy with the quality of their account strategies for their most important customers. AccountPlan helps salespeople to accelerate their engagement strategy and DealSheet creates a focused deal strategy that can help to shorten sales cycles.

Digitalization 38

Digitalization B2B Sales Leadership Account Strategy 38

Luminas Strategy

OCTOBER 2, 2022

What they undertook wasn’t a typical account planning process that any sales leader can recite by memory. Yes, their thinking about the account strategy made the difference between incremental growth and a paradigm shift in how they grew. It had nothing to do with the plan components or the plan process.

Account Planning 52

Account Planning Energy and Utilities Manufacturing Decision-making 52

Arpedio

MARCH 26, 2024

Customizing Solutions: A well-executed pre-sales strategy enables businesses to develop customized solutions that meet the unique needs and requirements of each customer. Utilize account-based selling tools to share insights, collaborate on account strategies, and track progress collaboratively.

Value Proposition 52

Value Proposition Prioritization Sales Organization 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

DemandFarm

MAY 12, 2023

By prioritizing these accounts you’ll have a better understanding of how to allocate resources. Developing account strategies and objectives After your key accounts are identified, you will need to develop customized strategies and objectives for each.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

SmartKarrot

JANUARY 27, 2023

Meet with team on regular basis to review customer success and pipeline for proactive outreach and strategizing. Facilitate a defined cadence of communication with key client stakeholders, serving as a point of escalation and accountability. Attract, hire, and maintain a high-performance Customer Success Manager staff.

Customer Success 19

Customer Success Energy and Utilities Construction Stakeholders 19

SmartKarrot

OCTOBER 13, 2022

Manage team of coordinators to ensure client reporting packages, meeting agendas/minutes, and issue log are handled timely and appropriately. Track customer activity in internal systems in order to execute on account strategy and identify additional opportunities.

Customer Success 19

Customer Success Client Relationships Facilitation Account Strategy 19