Upland

AUGUST 25, 2023

An influence map is a visual tool that helps you identify and understand the stakeholders who have a say in your project or decision. It can be used to: Identify the key stakeholders who need to be engaged in order to achieve your goals. Understand the relationships between stakeholders and how they influence each other.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

DemandFarm

MARCH 31, 2025

Conversations, stakeholder engagement, external market intelligence, and predictive signals all play a crucial role in shaping long-term growth. Where are the external market forces shaping the accounts trajectory? Key account growth is driven by external forces: Market shifts that redefine customer needs.

Key Account Management 52

Key Account Management Account Management Management CRM 52

DemandFarm

JANUARY 12, 2025

These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos. This is where Revenue Operations (RevOps) comes into play, unifying these teams under a cohesive framework to drive predictable growth and enhance the customer experience. What is RevOps?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Upland

MARCH 29, 2023

Benefits of mapping relationships in a CRM strategy Here are a few ways that relationship mapping can be an important part of your customer relationship management strategy: Identifying key stakeholders: Relationship mapping helps identify the key decision-makers and influencers within an account.

CRM 195

CRM Management Stakeholders Decision-making 195

Arpedio

JANUARY 30, 2025

Instead of casting a wide net to reach as many potential customers as possible, ABE targets a smaller number of high-value accounts, treating them as unique opportunities. Traditional sales and marketing efforts try to capture as many leads as possible, hoping that some will convert.

Stakeholders 52

Stakeholders CRM Customer Success Account Management 52

Upland

NOVEMBER 28, 2021

If you’re selling to a Chief Marketing Officer, for instance, a rep should be able to proactively offer to connect the CMO with a current customer who is also a marketing leader. They require C-suite buy-in, cross-functional support, expanded headcount, and an earmarked budget.

Sales 195

Sales B2B Software Software 195

Hubspot Sales

FEBRUARY 21, 2025

When I research accounts, I identify three types of contacts: Decision-makers the signers like the vice president of marketing or director of content. When pursuing a social media marketing B2B SaaS client, I noticed their team discussing remote work challenges. Build relationships with multiple stakeholders.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

Hubspot Sales

AUGUST 26, 2020

Account-based selling typically encompasses all the following functions of your business: Marketing. Customer Success. Your marketers and salespeople pinpoint vital stakeholders within the target company. Executives at your firm may also interact personally with critical stakeholders of the target account.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

DemandFarm

MARCH 31, 2025

It integrates seamlessly with HubSpot, enabling users to auto-generate stakeholder maps using CRM data. Its AI capabilities help teams understand stakeholder influence and forecast potential deal risks. Enterprise teams managing complex B2B sales with multiple stakeholders.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Showpad

JULY 7, 2020

In relation to each other” brings us to the idea to align horizontally, on the same level, with other functions such as with marketing, marketing with product management, sales with customer experience, and all of them to each other. 1: Effective sales enablement requires customer journey alignment .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Upland

JANUARY 26, 2023

In an account-based selling approach, the differentiation between teams like customer success, sales and marketing is less distinct. Account-based marketing (ABM) : it takes a lot more than a hero rep to win over a buying group.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Hubspot Sales

JULY 6, 2021

This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth. A CRO focuses on sales, with relation to everything that goes into driving them, like marketing campaigns or product pricing. CRO Marketing and Product Responsibilities.

Decision-making 126

Decision-making Value Proposition Stakeholders Advertising 126

DemandFarm

NOVEMBER 27, 2024

“The leads shared by marketing this month is a gold mine!” “We know the entire journey of this customer, thanks to sales and marketing,” said no customer success manager, ever. The traditional silos between marketing, sales, and customer success is a recipe for disaster.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Providing AI-driven insights into account health, whitespace opportunities, and stakeholder influence, enabling proactive decision-making.

Account Management 40

Account Management Key Account Management Management Account Planning 40

Hubspot Sales

JANUARY 11, 2021

As mentioned, there are tools with very specific capabilities to help with individual tasks as well as tools that impact multiple parts of the sales process (and even teams outside of sales, such as marketing or service). There are dozens of B2B sales tools on the market today. 16 B2B Sales Tools. Here are 16 of our favorite options.

B2B 143

B2B Sales CRM Banking 143

Arpedio

AUGUST 31, 2023

careers Are you ARPEDIO’s new Student in Customer Success? Back to careers Are you an aspiring future Customer Success Manager and have a passion for sales? What we are looking for We are looking for our next favorite colleague in the position of a Customer Success student assistant.

Customer Success 52

Customer Success Account Management B2B Innovation 52

Hubspot Sales

JULY 1, 2019

An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. A successful account-based approach requires cross-department coordination.

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

PandaDoc

MARCH 25, 2025

Its a decision that requires research, deliberation, and often, multiple stakeholders. Sometimes called enterprise sales, complex sales generally have a longer sales cycle involving multiple stakeholders and decision-makers. Sales pros will also do some market and competitive research at this stage.

Sales 52

Sales Supply Chain Decision-making Stakeholders 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Upland

JANUARY 29, 2024

Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. This cross-functional teamwork helps you foster more unified and effective customer account management.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Desired Path

AUGUST 5, 2020

Companies continually look for ways to improve how they drive customer success. It is a complex practice involving the interests of multiple parties with different objectives, company cultures and many, varied personas and stakeholders. This is great Customer Success practice and will never come across as disingenuous.

Customer Success 52

Customer Success Telecommunications Value Proposition Healthcare 52

Desired Path

AUGUST 5, 2020

Companies continually look for ways to improve how they drive customer success. It is a complex practice involving the interests of multiple parties with different objectives, company cultures and many, varied personas and stakeholders. This is great Customer Success practice and will never come across as disingenuous.

Customer Success 52

Customer Success Telecommunications Value Proposition Healthcare 52

Desired Path

AUGUST 5, 2020

Companies continually look for ways to improve how they drive customer success. It is a complex practice involving the interests of multiple parties with different objectives, company cultures and many, varied personas and stakeholders. This is great Customer Success practice and will never come across as disingenuous.

Customer Success 52

Customer Success Telecommunications Value Proposition Healthcare 52

Hubspot Sales

DECEMBER 12, 2017

It can be accessed online, easily customized, and is serviced and supported by the provider’s own product engineers and customer success team. Marketing nurtures each lead until they are “sales qualified.” This will extend your sales cycle, but it’s crucial to educate new markets before selling to them.

Sales 144

Sales Acquisition Software Software 144

Hubspot Sales

JUNE 22, 2022

There are several kinds of potential stakeholders you need to account for, and each connection requires some degree of individual attention and effort. Virtually any stakeholder that has some kind of bearing on a business's success or operations can have one with that company. Business to Business Relationships.

Stakeholders 131

Stakeholders Publishing Investors Prioritization 131

Brooks Group

APRIL 9, 2024

These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. They play a crucial role in securing buy-in and consensus among stakeholders. Balancing these perspectives and ensuring your solution addresses the concerns of all stakeholders is crucial.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

Insightly

OCTOBER 5, 2021

This is part 3 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Many companies talk about being “customer-centric.” In reality, too few invest the time and effort to provide truly customer-centric experiences.

Customer Experience 98

Customer Experience Customer Success CRM Innovation 98

Hubspot Sales

MARCH 3, 2020

Lastly, you have to hunt down the signer and anxiously refresh your inbox until the signed documents arrive, signaling a successful deal. Have regular check-ins with key stakeholders. Project managers are held accountable for successful project implementation along with their teams. We often know these people as decision makers.

Management 115

Management Stakeholders Onboarding Decision-making 115

KAM With Passion

MARCH 17, 2022

The customer was a regional market leader in software technologies for online payments through a network of affiliates. They were facing a competitive threat from small players targeting their major customers. The leading contributing functions to this capability are marketing and sales.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

DemandFarm

DECEMBER 27, 2024

In KAM, this enables managers to coach reps on stakeholder engagement, relationship building, and navigating complex account hierarchies. Alignment Across Functions Key accounts require seamless collaboration between sales, marketing, and product teams. Training helps managers break down silos and ensure alignment on client goals.

Sales Management 40

Sales Management Management Decision-making Negotiation 40

Force Management

OCTOBER 13, 2022

When Sales and Delivery collaborate around a universal understanding of value, they are able to continuously add value for the customer and further improve the message. Implement a cadence for customer success teams to share proof points that demonstrate specific business outcomes attributed to your solution.

Stakeholders 107

Stakeholders Communication Value Selling Organization 107

Insightly

FEBRUARY 25, 2022

For smooth customer journeys, choose a unified CRM that eliminates departmental data silos. For example, would your sales team benefit from the customer data and feedback stored on your marketing team’s email campaign platform? Most of all, you need to spend time with your customer feedback. Experiment with interventions.

Logistics 98

Logistics CRM Stakeholders Media 98

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. or our marketing team “Would you please record a demo of an upcoming feature?”.

Sales 124

Sales Meetings Stakeholders Customer Success 124

Hubspot Sales

FEBRUARY 13, 2025

A few years ago, I was in the market for a learning management system. The marketing side was fun and relatable. SPICED is a customer-centric framework that provides a unified approach for all revenue teams. Clarify the steps and stakeholders involved in decision-making. Whats their position in the market?

Decision-making 52

Decision-making Sales Prioritization CRM 52

Hubspot Sales

DECEMBER 6, 2022

Here, you'll learn how to successfully work with your business ecosystem at every stage of the sales process — from prospecting to customer onboarding. Build market awareness and generate leads. Build market awareness and generate leads. If you sell a product, that could lead to lengthy implementations and custom integrations.

Onboarding 128

Onboarding Decision-making Organization CRM 128