ProlifIQ

APRIL 21, 2023

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success. What worked?

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

Account Management Skills

SEPTEMBER 13, 2023

I speak to multiple account managers (AMs) every day. Hybrid’ AMs (project managing as well as responsible for account growth) particularly struggle. I’ve always encouraged agency leaders to provide this context because in my experience it helps AMs feel a greater sense of ownership to reach growth targets.

Account Management 52

Account Management Management Account Growth Client Development 52

Sales Readiness Group

JANUARY 5, 2022

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight of the importance of focusing on customers’ needs and priorities. As a starting point, here are five key skills sales professionals should learn and apply.

Supply Chain 62

Supply Chain Sales Account Growth Decision-making 62

Account Management Skills

FEBRUARY 5, 2024

It’s a 12 month training and coaching programme that’s specifically designed to build an entrepreneurial mindset in account management which means: • Having an effective account management and account growth process – that is understood and followed consistently by all your account managers • Having an end-to-end client growth framework (from (..)

Profitability 52

Profitability Account Management Account Growth Onboarding 52

Account Manager Tips

JULY 22, 2022

Key account management is a role that requires both sales skills and strategic thinking. This study is called How Good Are Managers at Evaluating Sales Problems? Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher If you think your job is harder than it should be. you're right.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Account Management Skills

NOVEMBER 8, 2023

Ask insightful questions to uncover client challenges and feel confident presenting new ideas and asking for referrals and testimonials so they could help a strong sales pipeline of new leads and capture proof of happy clients.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Revegy

SEPTEMBER 18, 2023

A staggering 60% of customers say no to sales reps at least four times before finally saying yes. Surprisingly, almost 48% of salespeople miss out on the “yes” because they do not follow up.

Sales 59

Sales Account Planning Account Growth Account Management 59

Vantage Partners

DECEMBER 7, 2023

Some firms try to rectify the situation by creating fairly strong disincentives for write-offs, which only serves to put partners, MDs, and others responsible for account growth and health firmly between a rock and a hard place. Overhead and cost of sales have been covered, as has the time of the team performing the work.

Account Growth 83

Account Growth Client Relationships Management Sales 83

Account Management Skills

OCTOBER 23, 2023

I’m joined by Benjamin Dennehy, UK’s Most Hated Sales Trainer, and I hope by the end of listening to our chat it might just change your thinking about how you currently qualify prospects and sell your agency’s services, particularly if you’ve never received any professional sales training.

Account Growth 52

Account Growth Account Management Sales Training Marketing 52

Account Manager Tips

AUGUST 6, 2023

Learn the top 5 sales collateral items every B2B seller needs to effectively engage modern buyers.

B2B 100

B2B Sales Account Growth 100

The Center for Sales Strategy

SEPTEMBER 12, 2022

If they have helped you, make sure you compliment them as that contributes to improving sales performance through referrals. You need to have good relationships with clients to help your business grow and succeed.

Client Relationships 113

Client Relationships Sales Communication Account Growth 113

Revegy

JULY 21, 2023

B2B enterprise sales usually take six months or more, as they involve multiple stakeholders and big money—just some of the challenges sales teams face in the enterprise space. Selling to enterprises requires a strategic and focused approach beyond traditional SMB tactics.

B2B 52

B2B Stakeholders Sales Account Growth 52

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Openview

SEPTEMBER 17, 2018

A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical part of a sales team’s ability to not just retain clients but grow and accelerate account revenue. increase in the size of their sales teams’ portfolio. Account managers just aren’t cut out to sell.

Sales 76

Sales Profitability Account Management Prioritization 76

Account Manager Tips

MARCH 23, 2021

Key account management is the secret to grow revenue and customer retention. Importance of key account management Existing business is cheaper and more profitable than new business. Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Pass it on.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Hubspot Sales

MAY 10, 2018

Bad sales advice is shockingly common -- and you don’t want to find out you’ve been misdirected the hard way. After all, every mistake means it’s harder to achieve your sales goals. I once worked for a manager who put a great deal of emphasis on activity metrics rather than actual sales results. 1) “Focus solely on activity.”.

Sales 106

Sales Decision-making Account Management Negotiation 106

Brooks Group

NOVEMBER 29, 2023

Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.” According to LinkedIn ‘s Global State of Sales report, only 32% of people describe sales as a trustworthy profession.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

PartnerTap

JULY 11, 2023

What if when they sit down with their partners for their QBRs they could focus on each sides’ top corporate initiatives, board-level priorities, personal ambitions, and key targets – not on manual account mapping and rep matching. Check out this masterclass webinar to see how to drive new logo growth in one click.

CRM 98

CRM Account Growth Software Software 98

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference. Leaders are the creators or corporate culture. We need to set the example.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

The Center for Sales Strategy

JUNE 10, 2020

Grow, t he sixth and final step in the Sales Accelerator Process is often-overlooked and underutilized—despite having hidden revenue-generating opportunities. Closing deals is the ultimate goal in sales, but it’s not where the work ends with clients. Salespeople should start to care about the renewal the moment they make the sale.

Sales 86

Sales Meetings Account Growth 86

ProlifIQ

APRIL 3, 2023

Account Planning Tools For B2B Sales Teams Is your sales team building plans in slide decks, or spreadsheets, or storing key information about your stakeholders and accounts that isn’t easy to find? Do accounts churn when 1-2 main supporters move on? Do deals crumble when your champions leave?

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

Account Manager Tips

OCTOBER 1, 2023

Discover how to confidently ask clients for referrals without making things awkward. A comprehensive guide with actionable strategies, scripts and templates.

Sales 100

Sales Account Growth 100

Account Manager Tips

AUGUST 14, 2022

Key account manager attributes 10 essential skills for key account managers and where to learn them for free 1. Sales Find the course that's right for you How to identify your skill gaps Define success What goals do you need to achieve? From service delivery to account growth, to customer retention, and everything between.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Management Skills

DECEMBER 6, 2023

Let’s look at the first point above.

Account Management 52

Account Management Leadership Management Account Growth 52

PandaDoc

APRIL 21, 2023

However, this is sometimes easier said than done, and many sales organizations struggle to develop a strategy that gets real results. Benefits of implementing successful account management strategies Successful account management strategies enable you to build win-win alliances with your most significant clients.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

The Center for Sales Strategy

OCTOBER 24, 2018

Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through. So, how does a sales manager deal with this? Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this.

Sales Management 76

Sales Management Management Sales Account Growth 76

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. It’s putting their needs ahead of the sale to form long-term relationships.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Hubspot Sales

OCTOBER 30, 2017

SDR, BDR, account representative, client advisor -- if you work in sales, you’re probably familiar with these titles. Your prospects, on the other hand, typically have no idea that these are all code for “sales professional.”. It’ll make your prospects trust you less. Or maybe you sell automated expense tracking software.

Retail 142

Retail Value Proposition Healthcare Account Growth 142

SalesGlobe

SEPTEMBER 12, 2023

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. What’s Aspirational Account Planning? How Should You Plan?

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

KAMCast

OCTOBER 27, 2021

In this episode, I am joined by Nashville-based David ‘Ledge’ Ledgerwood, Managing Partner at Add1Zero, a business that provides lead-to-close sales execution for tech-enabled B2B service companies ready to take the leap from 6 to 7-figure annual revenue.

Account Management 40

Account Management Key Account Management Onboarding Account Growth 40

PartnerTap

JULY 11, 2023

What if when they sit down with their partners for their QBRs they could focus on each sides’ top corporate initiatives, board-level priorities, personal ambitions, and key targets – not on manual account mapping and rep matching. Check out this masterclass webinar to see how to drive new logo growth in one click.

CRM 52

CRM Account Growth Software Software 52

Arpedio

JANUARY 5, 2024

Their duties extend from strategic account planning , which involves crafting tailored solutions that resonate with the client’s specific challenges and ambitions, to actively seeking opportunities for account growth through cross-selling or upselling.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Hubspot Sales

MARCH 15, 2019

Whether you're a sales leader, manager, or rep, metrics are key to your success. Let's say you're preparing for a meeting with your VP of Sales and you need to provide an update on your sales team's achievements. Which sales metrics reflect the largest business impact? MRR in Sales: Why does it matter? What Is MRR?

Decision-making 109

Decision-making Account Growth Prioritization Meetings 109

SmartKarrot

OCTOBER 3, 2023

Yet, despite its importance, Customer Success Management often lacks the structure and standardization found in other roles like sales and marketing. Playbooks can be created for any business scenarios, but for the sake of brevity, we will take the example of three critical ones: customer onboarding, issue resolution and, account growth.

Customer Success 19

Customer Success Management Account Growth Stakeholders 19

The Center for Sales Strategy

SEPTEMBER 17, 2018

Some sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Conducting “plenty” of post-sale follow-up tasks. All of these activities usually equal another month short of exceeding their sales goals. Making “plenty” of face-to-face calls. Presenting and closing “plenty” of proposals.

Sales 84

Sales Account Growth Management 84

Janek Performance Group: Account Planning

JULY 25, 2023

All sales organizations need new business to thrive and grow. As such, they often prioritize new accounts. For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. With account planning, you identify and target potential sales opportunities within existing accounts.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

Engage Selling

JANUARY 10, 2020

A large number of my clients this year are looking to grow and retain their existing account base. They want to grow and retain those existing accounts at the highest level possible in their marketplace to better serve them and … Read More »

Sales 93

Sales Account Growth Account Management Communication 93