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.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

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.

Account Planning 52

Account Planning Decision-making Communication B2B 52

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.

Account Planning 118

Account Planning Co-Creation Account Management Negotiation 118

Strategic Account Management Association

JULY 13, 2021

They can provide change management, business processes and a strategic account toolbox for an aligned way of working. They can prioritize what needs to be done, from aligning business leaders and upskilling the strategic account managers to providing an aligned, integrated business process.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Arpedio

MARCH 26, 2024

Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively. Customer Profiling: Conducting research to understand the needs, preferences, pain points, and buying behaviors of target customers.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

APRIL 30, 2024

Understanding Value Selling In today’s competitive business landscape, value-based selling has emerged as a game-changing approach for driving sales success. So, what sets value-based selling apart? By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

SBI

JULY 1, 2020

Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Deepen Customer Insights.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72