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.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

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.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Strategic Account Management Association

FEBRUARY 3, 2022

How we’re able to step up and continue to serve these customers depends on our ability to collaborate internally and prioritize our finite resources to deliver maximal value. But how, exactly, we do that—how we build account planning motions that drive real wins—rests on the twin pillars of people and problems. What’s in motion?

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

DemandFarm

MAY 12, 2023

Is the B2B Sales Funnel relevant anymore? One of the main issues with the sales funnel, especially in the B2B industry, is that the customer journey is no longer linear. Since customer acquisition has changed within the B2B sphere, the sales funnel is a bit outdated. Prospects no longer enter at just the top of the funnel.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Arpedio

APRIL 25, 2023

5 Key Steps to Get Started with Account-Based Selling ← Back to blog Are you tired of chasing down individual leads and only closing small deals? Account-based selling has gained significant recognition from renowned sources like Gartner and Forrester for a reason. Don’t worry, we’ll guide you through every step on the way.

Account Planning 52

Account Planning B2B Stakeholders Prioritization 52

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

NOVEMBER 30, 2021

Interactions with customers are becoming more complex due to an overwhelming amount of information and products and therefore there is an opportunity for sellers to shift from the traditional role of information provision to the new role of information management to create value for buyers. Bain & Company. You: Diagnosing customer need.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Arpedio

NOVEMBER 7, 2022

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? B2B Sales: A Combination of Psychology and Strategy. The Framework for Successful B2B Selling. 3 things Sales Leaders can do to Educate B2B Sales Reps for Successful Enterprise Selling. B2B Sales: A Combination of Psychology and Strategy.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

The Sales MBA at a glance – How to Educate B2B Sales Reps for Maximum Success. ? B2B Sales: A Combination of Psychology and Strategy. The Framework for Successful B2B Selling. 3 things Sales Leaders can do to Educate B2B Sales Reps for Successful Enterprise Selling. B2B Sales: A Combination of Psychology and Strategy.

B2B 52

B2B Sales Decision-making Account Management 52

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.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. In this regard, AI emerges as a transformative tool.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. 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. Successful account planning also leads to satisfied and loyal customers.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

B2B 52

B2B Sales Decision-making CRM 52

Arpedio

AUGUST 30, 2021

With ARPEDIO’s solutions deployed our customers are able to close more business faster, retain important customers, and prioritize deals in the pipeline intelligently. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Start free trial. Start free trial.

B2B 98

B2B Account Management Innovation Decision-making 98

Arpedio

AUGUST 4, 2021

Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Global B2B corporations are already creating significant results through the Arpedio solutions. We are confident that Arpedio can benefit your work with complex B2B Sales and Strategic Account Management.

B2B 52

B2B Media Account Management Stakeholders 52

SmartKarrot

MAY 12, 2023

Key Account Management (KAM) is a strategic approach that focuses on fostering long-term, value-driven relationships with a select group of high-potential customers. This article will discuss the top 6 Key Account Management skillsets that are crucial for driving business success.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

Arpedio

JUNE 29, 2022

This new claims handling solution will help keep track, manage and prioritize claims internally. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Prev Previous post How GUBI went from limited account insight to complete stakeholder visibility.

Supply Chain 52

Supply Chain Manufacturing Logistics B2B 52

Arpedio

JUNE 15, 2023

ARPEDIO's Account-Based Selling Platform Introduction to Account-Based Selling Technologies In today’s highly competitive business landscape, sales professionals are constantly seeking innovative strategies to stand out from the crowd and maximize their revenue potential.

Artificial Intelligence 52

Artificial Intelligence Prioritization Decision-making Advertising 52

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. If you have a large customer base, we recommend prioritizing the customer accounts that offer the biggest potential in future investment.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

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. If you have a large customer base, we recommend prioritizing the customer accounts that offer the biggest potential in future investment.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? 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.

Account Planning 118

Account Planning Co-Creation Account Management Negotiation 118

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. It is therefore necessary to prioritize your stable of customers and know who to focus on.

Sales 76

Sales Profitability Account Management Prioritization 76

Arpedio

MAY 23, 2023

Start by centralizing your account and stakeholder data in Salesforce! Therefore, a sales coach’ most important job is to empower sales reps to believe that they can grow, contribute to team success, and take accountability for their performance. Start by centralizing your account and stakeholder data in Salesforce!

Sales 52

Sales Account Management Stakeholders CRM 52

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?

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth.

B2B 52

B2B Stakeholders Sales Decision-making 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. 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. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SmartKarrot

OCTOBER 19, 2022

Account management is a broad field that encompasses many distinct roles and responsibilities. While the average account management salary varies significantly based on location, industry, and other factors, some general guidelines can help you determine how much you can expect to earn as an account manager.

Account Management 10

Account Management Management Telecommunications Healthcare 10

Arpedio

MARCH 27, 2023

SAMA 7-step Strategic Account Management Process 4. Let’s review the four methodologies (in a non-prioritized order): 1. MEDDIC and MEDDPICC The MEDDIC/MEDDPICC sales qualification process is a B2B sales methodology. The Challenger Sales research revealed that every B2B sales rep falls into five different profiles: 1.

Sales 52

Sales Account Management e-Learning Decision-making 52

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts. Superior together.

Decision-making 52

Decision-making Prioritization Media Marketing 52

Arpedio

MARCH 27, 2023

With all this in mind, there should be no doubt that pipeline management is important. But in case you’re still not completely convinced, here are our top three highlighted reasons to prioritize pipeline management: Pipeline management enables you to fully understand the width and depth of your opportunities.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

With all this in mind, there should be no doubt that pipeline management is important. But in case you’re still not completely convinced, here are our top three highlighted reasons to prioritize pipeline management: Pipeline management enables you to fully understand the width and depth of your opportunities.

Software 52

Software Software Management Sales 52

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Companies have to reorient themselves by prioritizing the customer’s business success as the core of the strategic account lifecycle.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Arpedio

JANUARY 11, 2023

How to Succeed With Account Management. Let’s show you how to get the most out of your account management! In this blog, we’ll break down the concept of account management, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. Back to blog.

Account Management 52

Account Management Management Key Account Management B2B 52

Revegy

JULY 17, 2018

While typical CRM tools help keep track of contacts (and their roles) within an account or opportunity, much more information is needed to successfully identify revenue potential in your key accounts or move through a deal. With this, you can figure out who matters and the routes to power. 6) Keep Up Momentum with an Action Plan.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

ProlifIQ

APRIL 21, 2023

To scale an account growth strategy, businesses can implement strategic account management processes that incorporate strategic account managers and account managers. Businesses should prioritize key accounts by developing a deep understanding of their needs.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

Showpad

OCTOBER 9, 2020

Showpad Co-founder and President, Louis Jonckheere, spoke about creating an easy B2B customer experience. . In fact, 77% of B2B buyers feel that making a purchase is too complicated and time consuming. In fact, 38% of B2B professionals said that in-person sales meetings have decreased in value. . The only way out is through.

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40