resources building-plan 
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. In a world with account planning, sales productivity is greater, revenue rises, and customers are better served.
Upland
FEBRUARY 17, 2023
Many sellers, however, choose to ignore the changing times and do not plan for buying journeys with multiple decision-makers. In a recent webinar , Seth Marrs, Forrester’s Principal Analyst, pointed to the fact that most sellers are still not accounting for just how complex sales and buying cycles have become.
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Mike Kunkle
MAY 30, 2023
Remain somewhat pessimistic during the planning, if it helps maintain realism and avoid rose-colored glasses or what I call “Hope Goggles” (see this post from Effectiviology on a pessimism bias and when it can be helpful), but get out of self-pity mode quickly, to decide your course of action. Get it out of your system.
Upland
SEPTEMBER 21, 2023
The Four Most Important Best Practices Inspired by Sales Leaders Nigel outlines four key areas businesses need to focus on to excel at account planning. First and foremost, Nigel highlights the importance of knowing who your key buyers are, and deeply understanding them. Can we compete and win that deal?
Upland
MARCH 23, 2023
While at first, these questions might appear distinct, at heart they are all asking the same thing – how effectively has the team been able to build relationships in the account? Failure to build those relationships is often what causes things like sandbagging to occur. What is Sandbagging in Sales? What’s the next step?
Upland
APRIL 20, 2023
Through a combination of best practices, relationship mapping, and account planning, sellers and account managers can retain their status as trusted advisors, and keep the howling, lone wolves at bay. This will help you to develop tailored account plans for each account. Account planning, however, is not a once-and-done activity.
Red Star Kim
MAY 11, 2023
The course also offers a helpful brand creation plan and a brand plan template (brand essence, brand assets, brand protection and brand strategy). When a company creates a strong brand it attracts customer preference and builds a defensive wall against competition” ( Peter Doyle , Warwick Business School).
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