DemandFarm

MARCH 31, 2025

The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? They track transactions, monitor pipelines, and organize data. But Key Account Management is more than just structured datait requires real-time insights from multiple sources. CRMs are systems of record. The result?

Key Account Management 52

Key Account Management Account Management Management CRM 52

Cosawi

JANUARY 24, 2025

With evolving skillsets required for KAMs and the complexity of customer needs, Marketing must step up as a co-orchestrator of the account strategy, leveraging insights, foresight, and data to support solution creation. Invest in skills and training: Organizations often under-invest in tools, talent, and training for effective ABM.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

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. If many customers say the same thing, then organize feedback by theme or category. Lack of preparation Winging it is not a strategy.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Clarity Engagement Solutions

APRIL 26, 2021

And the need to accelerate the shift from transactional sales pitches aimed at promoting a product to a physician for an unmet patient need to creating solutions designed for a broader set of account stakeholders, has been a nagging factor for every pharma commercial organization. With Clarity, it’s easy! . .

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

The need to accelerate the shift from transactional sales pitches aimed at promoting a product to a physician for an unmet patient need to creating solutions designed for a broader set of account stakeholder, has been a nagging factor for every pharma commercial organization. THREE IMPERATIVES FOR MOVING CUSTOMER ENGAGEMENT FORWARD.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

More than a sense of being stopped in one’s tracks, the pandemic has had the interesting effect of preventing pharmaceutical sales organizations from “speeding up the mess” of coin-operated sales pitches and has made companies acutely aware of the limits of product-centric physician contact models.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

More than a sense of being stopped in one’s tracks, the pandemic has had the interesting effect of preventing pharmaceutical sales organizations from “speeding up the mess” of coin-operated sales pitches and has made companies acutely aware of the limits of product-centric physician contact models.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Miller Heiman Group

JANUARY 31, 2019

Account planning goes beyond simply renewing existing products or a list of future products to present to the buyer. A real account plan is a living document that defines the goals of the relationship with a focus on actual value. These three essential selling skills can have a great impact on your long-term success in large accounts.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. In businesses as a whole, though, over 60 percent do not even engage in account planning.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

Revegy

AUGUST 12, 2020

Companies that don’t have a program in place to operationalize and maintain customer intelligence and those who, subsequently, fail to align their organization around their clients’ evolving needs are the most at risk during this period of economic uncertainty. Empower the entire organization to drive client success through transparency.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

ClearPoint Strategy

FEBRUARY 11, 2022

An Introduction To Strategy Review Meetings. If you want to improve performance in your organization, it all starts with strategy. Strategic objectives are vital to the success of your organization’s future. Oftentimes board meetings have an element of strategy review and reporting in them. What Are The Benefits?

Meetings 98

Meetings Decision-making Leadership Facilitation 98

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

ProlifIQ

JUNE 21, 2023

By focusing on these key accounts, businesses can get more return on investment and establish long-term partnerships. A successful strategic account management strategy begins with a deep understanding of the role strategic accounts play in an organization’s success.

Account Management 52

Account Management Management Account Planning Stakeholders 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. Key Features of People.ai

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

Hubspot Sales

JULY 1, 2019

This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises. Read on for a deep dive into account-based sales. What Is Account-Based Selling? Who Should Use Account-Based Selling? How to Define Your Ideal Customer Profile.

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

SBI

APRIL 26, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. Nancy: What are the top 3 ways your solution changes the game for a sales organization? On that basis, we recommend taking an initial set of accounts with some key account leads and running a broad pilot.

Sales 55

Sales Manufacturing Account Strategy Organization 55

Cosawi

JANUARY 29, 2024

In this article, we delve into the success story of Thales, a complex global organization serving various business segments, as they harnessed the potential of ABM to enhance customer intimacy and relevance during challenging times. These sponsors not only provide buy-in but also actively participate in the ABM strategy.

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

APRIL 26, 2023

Leading organizations also provide commissions and bonuses based on the growth and retention of their key accounts, opening up another avenue for managers to earn from skills. What does a Key Account Manager do? Key Account Management is a relationship and service-driven role.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 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. What is a good account management strategy?

Account Management 52

Account Management Management Account Planning Key Account Management 52

AchieveIt

JULY 13, 2023

While creating a system of operationalization and actually following through may seem to only add weight to the wagon, it’s a disservice to your business and your people’s time and talents to treat strategy development as a box on a checklist. Then, once approved, the strategy disappeared. Cascading sessions have been completed.

Banking 52

Banking Government Organization Account Strategy 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. And Gorilla Expense keeps things organized and up-to-date for sales managers and finance.

Account Strategy 33

Account Strategy Sales Finance Communication 33

DemandFarm

APRIL 18, 2023

Over time, the sales tech and marketing tech landscape for most B2B organizations becomes crowded. For a salesperson, each of these apps delivers value – sales intelligence tools, sales forecasting tools, customer success tools, marketing automation tools, Account-Based Marketing tools, and lead generation tools.

Account Management 52

Account Management Digitalization Management Account Planning 52

Red Star Kim

JUNE 7, 2023

times more likely to be in the top quartile of healthy and high-performing organizations”. Whether Goldman Sachs, McKinsey, or Latham & Watkins ”. It concludes “Firms that have adopted a one-firm operating model are 2.3

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Arpedio

MARCH 26, 2024

Before diving into the intricacies of pre-sales strategy, it’s essential to grasp its definition, significance, key components, objectives, and how it differs from sales and post-sales strategies. By understanding customer pain points and objectives, organizations can tailor their offerings to deliver maximum value and relevance.

Value Proposition 52

Value Proposition Prioritization Sales Organization 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

SBI

APRIL 4, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. Nancy: What are the top 3 ways your solution changes the game for a sales organization? We call it Sales Tech Game Changers.

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.” Here is where account planning can really make or break your selling strategy. executives in marketing, sales, customer success, etc).

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Luminas Strategy

OCTOBER 2, 2022

Like many mature organizations, most of their revenue came from a small base of strategic accounts they thought were highly penetrated. What they undertook wasn’t a typical account planning process that any sales leader can recite by memory. Back to how this sales organization transformed the way it thought about the customer.

Account Planning 52

Account Planning Energy and Utilities Manufacturing Decision-making 52

AchieveIt

OCTOBER 17, 2023

To accelerate execution and move from a reactive organization to a proactive one, strategy leaders need to develop a system that effectively doles out responsibility — that’s where accountability comes in. Accountability also enhances organization-wide efficiency.

Leadership 52

Leadership Communication Stakeholders Organization 52

SBI

FEBRUARY 25, 2018

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

Account Planning 26

Account Planning Account Strategy Account Management Organization 26

Revegy

JULY 17, 2018

Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients. But it’s not just about reporting structures’ — it’s about the politics and who influences whom throughout the organization.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Revegy

MAY 24, 2023

What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers.

Account Growth 52

Account Growth Account Management Management Organization 52

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 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

Revegy

OCTOBER 16, 2018

An effective KAM platform needs to have each user seeing and feeling the value of the technology on their key account growth. CRM platforms are stuck looking back, not forward to Key Account Strategy and Growth. The post Your CRM Wasn’t Built for Key Account Management. appeared first on Revegy, Inc.

Key Account Management 40

Key Account Management Account Management CRM Management 40

Cosawi

FEBRUARY 27, 2023

Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus. So, what does marketing bring to the table?

Marketing 52

Marketing Suppliers Investors Account Planning 52