Upland
JANUARY 29, 2024
Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. Why account planning is essential to boost sales productivity Account planning is the process of mapping out key aspects of a potential customer or account.
Janek Performance Group: Account Planning
OCTOBER 25, 2023
When selling to existing customers, 56 percent achieve win rates greater than 50 percent. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Plus, with account planning, 74 percent see increased win rates.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Hubspot Sales
JULY 7, 2019
To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape. This strategic account plan template will help you: Expand your understanding of your customer’s business, goals, and motivations.
SalesGlobe
FEBRUARY 11, 2021
When I hear the words “strategic account planning” in a meeting, I usually notice a range of involuntary visceral reactions, from understated moans to eye-rolls and furrowed brows. Nobody thinks of account planning as aspirational. Aspirational account planning revolves around how you think about and with the customer.
Strategic Account Management Association
OCTOBER 26, 2021
We need to focus on understanding the customer and helping the SAM deep dive in the customer environment and gain the insight and knowledge needed to deliver broader customer value. Adapting our corporate behaviors to fit the customer context. Creating strategic customer value and building trust requires time.
Account Manager Tips
JULY 6, 2022
You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. Bring the wider organization into your value co-creation mission. By the way, check out my interview with Phil in which he shares the 12 Tenets of Account Management.
Cosawi
JANUARY 29, 2024
In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. The omnichannel approach ensures that the customer receives a consistent message across all touchpoints.
Expert insights. Personalized for you.
195 
Let's personalize your content