The Fundamental Guide to Account Planning
Kapta
AUGUST 30, 2021
Key account management is as much a science as it is an art. Account Management Customer Engagement Account Planning Key Account Management
Account Planning Related Topics 
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People & Problems: The core of strategic account planning
Strategic Account Management Association
FEBRUARY 3, 2022
And second, while no one is immune to these challenges, the strategic account planning approaches that drive success today aren’t unique to any particular industry or business size. 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. One common misstep we see across sales organizations is account reps who find themselves blinded by hierarchy. The same goes for account planning.
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Implementing a Maturity Model for Account Planning
Kapta
MARCH 21, 2022
Key account managers can run into a wall for multiple different reasons when it comes to strengthening client relationships.
Break & Glue: The art of capturing complex mega-strategic accounts in CRM to get the most from account planning tools
Strategic Account Management Association
OCTOBER 14, 2021
By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson. Each customer gets a single CRM record and thus – since all the major account-planning tools link to and mirror the company’s CRM on a one-to-one basis – one account plan. The complex mega-strategic account.
Account Planning: Building for Long-Term Revenue
Upland
JANUARY 26, 2020
Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? But what do we mean when we say account planning?
How To Build Powerful Key Account Plans In Salesforce
Gary Smith Partners
OCTOBER 30, 2020
The post How To Build Powerful Key Account Plans In Salesforce appeared first on The Gary Smith Partnership. Account Planning Targets account planning sales target salesforce.com
Essential Account Planning
SalesGlobe
JUNE 29, 2021
Essential Account Planning. The post Essential Account Planning appeared first on SalesGlobe - Sales Effectiveness Consultants & Sales Compensation Consultants. 5 Keys for Helping Your Sales Team Drive Revenue. Preview Chapter 1. Preview Chapter 1.
What the Data Says About B2B Account Planning
ProlifIQ
MAY 7, 2021
The best ones – Kubrick’s The Killing; Ocean’s 11 with Clooney and Pitt; The Sting with Redford and Newman – fascinate us with grand plans orchestrated to overcome formidable challenges. Account-Based Selling = Higher Revenue Growth.
How Slack Will Change the Way Account Planning Works in Salesforce
ProlifIQ
FEBRUARY 15, 2022
This is applicable to anything, really, but especially account planning – a process that has to move around a ton of data about everything from contacts and influence levels to product lines, budgets, news and events, and more. Account Planning Can Be Done In the Wild (i.e.
It’s Account Planning Season
Customer Think
MARCH 18, 2022
Now that SKO season has passed, we’ve got our annual quotas, we’ve started rebuilding our pipelines after depleting them at year end, we’re into account planning season. We plug in the new numbers—the account [.].
How to Close Deals Faster Using an Account Planning Strategy
ProlifIQ
APRIL 8, 2021
The most lucrative opportunities tend to come from major accounts – companies that have the highest amount of potential value. Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. .
Innovative Account Planning Strategies to Help You Beat Your Competition
ProlifIQ
JANUARY 18, 2022
Ever hear the saying, “Fail to plan, plan to fail?” When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. Let’s cover some of the approaches top sales teams take when taking on high-value accounts. .
Best Practices in Account Planning for Sales Operations
SBI Growth
DECEMBER 2, 2019
How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.
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Innovative Account Planning Strategies to Help You Beat Your Competition
ProlifIQ
MAY 14, 2021
Ever hear the saying, “Fail to plan, plan to fail?” When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. Let’s cover some of the approaches top sales teams take when taking on high-value accounts.
Innovative Account Planning Strategies to Help You Beat Your Competition
ProlifIQ
MAY 14, 2021
Ever hear the saying, “Fail to plan, plan to fail?” When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. Let’s cover some of the approaches top sales teams take when taking on high-value accounts.
What’s So Aspirational About Account Planning?
SalesGlobe
FEBRUARY 11, 2021
When I hear the words “strategic account planning” in a meeting, I usually notice a range of involuntary visceral reactions, from understated moans to eye-rolls and furrowed brows. Nobody thinks of account planning as aspirational. The account manager was shocked.
What the Data Says About B2B Account Planning
ProlifIQ
MAY 7, 2021
The best ones – Kubrick’s The Killing; Ocean’s 11 with Clooney and Pitt; The Sting with Redford and Newman – fascinate us with grand plans orchestrated to overcome formidable challenges. Account-Based Selling = Higher Revenue Growth.
How to Close Deals Faster Using an Account Planning Strategy
ProlifIQ
APRIL 8, 2021
The most lucrative opportunities tend to come from major accounts – companies that have the highest amount of potential value. Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. .
5 Things to Look for in a Strategic Account Planning Software
Kapta
AUGUST 9, 2021
Relationships are at the core of every account. But it takes more than personable, highly qualified account managers to make that relationship grow. Strategic Account Management Technology CRM Key Account Management Tools
The Vital Importance of Account Planning
SalesPop
MARCH 19, 2021
An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics.
Mission Critical: Account Planning for the Year Ahead
Revegy
JANUARY 27, 2021
” Sales plans aren’t static documents. In this session, Joe Monastiero, VP of Global Sales at Revegy, details why sales planning is mission-critical in 2021 and shares a proven framework for account and opportunity planning. A winning framework for sales planning.
WHAT GREAT ACCOUNT PLANNING LOOKS LIKE
Performance Methods
JUNE 18, 2019
The post WHAT GREAT ACCOUNT PLANNING LOOKS LIKE appeared first on Performance Methods, Inc. Articles Articles Featured
Account Plans are Not Optional | Sales Tips
Engage Selling
MARCH 31, 2017
A few weeks ago, I was at a client sales management meeting and we were discussing Account Management because many were concerned that they were starting to lose some of their accounts. There was a lot of resistance from the … Read More » Sales Tips account management account planning account plans Engage Selling Solutions sales Sales Lessons sales management sales success
How To Create Account Plans That Actually Work | 10 Best Practice Tips
Gary Smith Partners
APRIL 29, 2021
The post How To Create Account Plans That Actually Work | 10 Best Practice Tips appeared first on The Gary Smith Partnership. Account Planning Sales Enablement acc account planning best practice
The Account Plan
Louise Collins Associates
JULY 20, 2017
What makes an account plan great? For me, a great account plan is something that tells the account story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles.
How to Escape the Pitfalls of the Annual Account Plan
Sales Latitude
DECEMBER 21, 2017
It’s that time of year again when you have to do your annual account plan. They think developing an account plan is a waste of time, that it takes too long. Evolving vs. Annual Account Plan. Account planning takes longer when you do it just once a year.
4 Big Reasons Why Account Planning Is a Complete Waste of Your Time
Sales Latitude
OCTOBER 5, 2017
I can see the eyes rolling every time the topic of account planning comes up. So, I provocatively lay down the edict and enunciate in a very loud, strong voice: Don’t do account planning! But, at least you didn’t waste your time with account planning, right?
Mission Critical: Account Planning for the Year Ahead
Revegy
JANUARY 27, 2021
Sales plans aren’t static documents. In this session with Joe Monastiero, VP of Global Sales at Revegy, you will learn why sales planning is mission-critical in 2021 and come away with a proven framework for account and opportunity planning.
Financial Services & Account Planning: 8 Reasons They’re A Dynamic Duo
ProlifIQ
JUNE 29, 2020
Financial services and account planning go together like peanut butter and jelly, like bacon and eggs, or like a burger and fries. Here are 8 reasons financial services companies need account planning. . Account Planning Sales Enablement
Financial Services & Account Planning: 8 Reasons They’re A Dynamic Duo
ProlifIQ
JUNE 29, 2020
Financial services and account planning go together like peanut butter and jelly, like bacon and eggs, or like a burger and fries. Here are 8 reasons financial services companies need account planning. . Account Planning Sales Enablement
PMI & SAMA Publish “The Keys to Effective Strategic Account Planning” eBook (2nd Edition)
Performance Methods
JULY 3, 2020
The post PMI & SAMA Publish “The Keys to Effective Strategic Account Planning” eBook (2nd Edition) appeared first on Performance Methods, Inc. Articles Articles Featured News
How Cytiva Transformed Account Planning with Salesforce Anywhere
Quip
NOVEMBER 17, 2020
He shared with us his company’s experience rolling out Salesforce Anywhere for account planning. Why Salesforce Anywhere for account planning? This ability to iteratively design account planning templates was pivotal to our decision to opt for Salesforce Anywhere.
Get from Good to Great: Strategic Account Planning
Revegy
NOVEMBER 8, 2018
Your strategic account planning process is integral to optimizing revenue in your largest accounts. In an interview hosted by Revegy’s Anne Kimsey, VP of Product Management, SiriusDecisions’ Research Director of Sales Operations Strategies, Robert Muñoz, shared the critical ingredients of effective account plans and how to drive results through living account plans. What is Strategic Account Planning? Planning methodology.
PMI Featured in Velocity Magazine Article with Denise Juliano: What Great Account Planning Looks Like
Performance Methods
JUNE 1, 2019
The post PMI Featured in Velocity Magazine Article with Denise Juliano: What Great Account Planning Looks Like appeared first on Performance Methods, Inc.
Your First 100 Days as an Account Management Leader Part 5: Leading and Lagging Indicators Your Team Should Hit
Kapta
JUNE 6, 2022
If you see key account retention slipping through your fingertips, it's important to dig into the issue; don't just stop at employee performance, unwieldy CRM, or the first cause that crosses your path. Account Management Account Planning Key Account Management
Your First 100 Days as an Account Management Leader Part 7: Ensuring Your Account Management Team Is Equipped
Kapta
JUNE 21, 2022
Strong sales and account management leaders can pave the way to innovative, customer-centric workflows and organizational changes. Account Management Key Account Management Tools Account Planning
Your First 100 Days as an Account Management Leader Part 3: Why Are Customer Touch Points Important?
Kapta
MAY 23, 2022
When customers have any type of negative experience, it can have disastrous consequences for your business — both for keeping the account and when it comes to long-term revenue implications. Strategic Account Management Account Management Account Planning Key Account Management
Your First 100 Days as an Account Management Leader: Everything You Need to Know
Kapta
JUNE 27, 2022
As an account management leader, there are a wide variety of responsibilities to manage. Between improving client relationships, growing your business revenue, and prioritizing consumer retention, there is so much more to becoming a successful account manager, or key account manager.
How to sell your CEO on Key Account Management
Kapta
JULY 5, 2022
Struggling to effectively manage large accounts as an account manager is difficult without organization-wide support. You recognize that you need a structured process and tools to become a strategic partner and trusted advisor for your top accounts.
Your First 100 Days as an Account Management Leader Part 1: How to Create a KAM Process
Kapta
MAY 9, 2022
Developing a strong key account management team can be a significant asset for your business. But strategic and key account management teams won't just emerge from your sales and AM department fully formed and ready to grow revenue or build multi-year client relationships.
The Six Critical Ingredients for the Best Account Plan Ever
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. Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden.
Your First 100 Days as an Account Management Leader Part 2: When and How to Review Customer Health Scores
Kapta
MAY 16, 2022
Strategic Account Management Key Account Management Tools Account Planning Key Account ManagementThe secret to a strong revenue pipeline isn't continual growth into new markets, with rapid lead acquisition, conversion, and sales.
Don’t Just Check the Box, Business Insights to Build a Better Account Plan
SBI
MARCH 7, 2019
Don’t Just Check the Box, Business Insights to Build a Better Account Plan. This webinar covers observations and lessons learned to make your account planning season less painful. Dr. Stephen Timme and Melody Astley discuss broad account plans – what they observe in account planning, what looks good and what doesn’t, how to make a more effective one, how to break the cycle so you aren’t perpetuating bad behavior, and how to make it an evergreen plan.
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