ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

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Janek Performance Group: Account Planning

JULY 25, 2023

As such, they often prioritize new accounts. For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts.

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Arpedio

JANUARY 5, 2024

Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth. It is the blueprint to navigate the complexities of customer engagements and the secret weapon to unlock the true potential of your accounts.

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Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Plus, with account planning, 74 percent see increased win rates.

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ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

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Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans.

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Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?

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DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.

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DemandFarm

APRIL 21, 2023

With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

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DemandFarm

APRIL 4, 2023

In uncertain times, what is generally seen with customers is that the tacit knowledge of key accounts is retained by certain account managers. Unfortunately, in circumstances where those account managers get laid off or furloughed, the critical knowledge they possess is also lost.

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PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

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Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

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DemandFarm

MAY 12, 2023

Among the challenges was gaining visibility into various aspects of their strategic accounts, leveraging best practices from different teams, and institutionalizing processes and systems to ensure smooth operations across their international offices. This is where Global Account Management (GAM) comes into play.

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Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in.

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DemandFarm

MAY 9, 2024

Imagine you’re a key account manager at a multinational corporation. Your day-to-day involves navigating complex client organizations, each with its own layered hierarchy and network of decision-makers. Keeping track of who influences which decisions and understanding the power dynamics within these organizations.

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Arpedio

FEBRUARY 15, 2024

Ground your ABS strategy in profound customer insights, including identities, preferences, priorities, and decision-making processes. AI enhances this understanding, enabling faster and more effective resource prioritization. Relationship Mapping & Org Chart Manage internal and external relationships with key stakeholders.

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Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

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KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Business Reviews in an Account Management context. On the contrary.

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Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. That’s where Clarity CX1™ comes in.

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Revegy

JULY 17, 2018

Are your account plans helping your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients. 1) Figure Out Who Matters with Relationship Maps.

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DemandFarm

APRIL 28, 2023

Read Ebook: The Future of AI-Assisted Account Planning The AI Advantage: Key Benefits for sales enablement As we explore the remarkable impact of AI on sales enablement, it’s crucial to recognize the main advantages that artificial intelligence offers. AI can also assist in managing and prioritizing tasks.

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Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Call Management.

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Arpedio

OCTOBER 24, 2023

SWOT analysis: A comprehensive guide and template Account Management Software ← Back to blog In this comprehensive guide, we’ll delve deep into the world of SWOT analysis. Join us on a journey that unravels the art of strategic decision-making, one SWOT quadrant at a time. Table of Contents What is a SWOT analysis?

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Arpedio

JUNE 15, 2023

From powerful CRM integrations to advanced analytics and automation tools, we’ll uncover the key components of account-based selling technologies that can transform your sales process. Account-based selling is a strategic approach used by sales teams to target and engage specific high-value accounts or organizations.

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Cosawi

FEBRUARY 27, 2023

Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus. At another point, decision remorse may be setting in.

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Arpedio

APRIL 30, 2024

Creating a Customer-centric Approach When it comes to account growth strategy, it is essential to prioritize creating a customer-centric approach. Maximizing Revenue through Expansion This section of the article explores various strategies for maximizing revenue through expansion within existing accounts.

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Arpedio

APRIL 13, 2023

Effective stakeholder management involves identifying and prioritizing stakeholders, developing a plan to engage and communicate with them, and monitoring and evaluating the effectiveness of your efforts. Look for information about the account’s leadership team, organizational structure, and decision-making processes.

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Arpedio

OCTOBER 31, 2023

Your costume is not just a gimmick; it’s a powerful tool to make a lasting impression. Whether you go for a superhero, a spy, or even a friendly ghost, your costume should make you feel on top of your game. Utilize ARPEDIO’s tools in your spellbook and make data-driven decisions, even in disguise. Superior together.

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Arpedio

NOVEMBER 22, 2023

Managing risks: By identifying potential risks and concerns of stakeholders, businesses can take proactive measures to mitigate them. Enhancing decision-making: By mapping stakeholder interests and priorities, businesses can make more informed decisions that align with their stakeholders’ needs and expectations.

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Arpedio

FEBRUARY 20, 2024

It entails understanding customers’ identities, communication preferences, priorities, buying criteria, decision-making processes, and more. Overcoming long sales cycles The commitment to drive account-based growth and focus on strategic account management frequently leads to extended sales cycles.

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Revegy

OCTOBER 2, 2019

of sales organizations don’t take advantage of account planning to grow their strategic accounts. For companies that prioritize the 20% of their business driving most of their revenue, business is more sustainable and more profitable. Why isn’t everyone successful when it comes to key account management?

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Mercuri International

JULY 1, 2021

Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed? To serve their accounts as effectively as possible, the KAM needs to access resources across different business units and silos of their own company. Winner takes all?

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Miller Heiman Group

JANUARY 31, 2019

On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. This is understandable: No one wants to lose an account altogether by taking a risk attempting to upsell and then making a fatal mistake if it doesn’t go well.

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SBI

JULY 1, 2020

The Revegy Customer Optimization Wheel outlines the common practices we have identified that make leading companies successful at securing bigger deals over shorter sales cycles with more predictability. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Deepen Customer Insights.

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Arpedio

DECEMBER 4, 2023

Account Engagement : Tracking TAM allows you to identify the number of accounts you need to engage to generate sufficient leads for sales. Market Potential : TAM provides insights into the market potential for your ABS strategy, helping you make data-driven decisions.

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Arpedio

JANUARY 4, 2024

Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency. Understanding the Fundamentals of Account Mapping The concept of account mapping basics may seem daunting at first, but it is essential for strategic account planning and overall sales enablement.

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Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Make informed decisions during times of market changes or economic uncertainty (which is very relevant in these Covid times).

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