ProlifIQ

JUNE 21, 2023

Strategic accounts are not just any customers; they are the key customers that hold significant value and have the potential to contribute substantially to the company’s growth and revenue. A strategic account development plan serves as a roadmap for nurturing and growing these important accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

ProlifIQ

NOVEMBER 9, 2022

The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus. According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.”

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Miller Heiman Group

JANUARY 31, 2019

This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. Let’s explore three essential selling skills every salesperson should possess to maximize their long-term potential in large accounts: 1.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Hubspot Sales

MARCH 18, 2019

How to write a key account management plan. Some final thoughts on making your key account management strategy a success. Key Account Management. Key account management is the process of building long-term relationships with your company's most valuable accounts. Let's dig in.

Key Account Management 127

Key Account Management Account Management Management Account Strategy 127

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Business Reviews in an Account Management context. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

PandaDoc

APRIL 21, 2023

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. While it may seem like it from an altruistic perspective, treating all accounts fairly isn’t actually a viable key account strategy and doesn’t guarantee a successful relationship with your top portfolios.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). At another point, decision remorse may be setting in. Most would agree.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Hubspot Sales

MAY 19, 2020

Of all the steps involved with starting an ABM strategy, the one that usually stops people in their tracks is picking the best target accounts. In fact, equipped with the right approach, marketing and sales teams can pick their accounts together in as little as an hour. But, it doesn’t have to be hard. The best part?

Decision-making 117

Decision-making Management Acquisition Value Proposition 117

DemandFarm

MAY 12, 2023

By adopting a strategic approach, they hoped WorldWideTech would be able to build stronger customer relationships, increase sales, and ultimately strengthen their business. Global Account Management (GAM) is a strategic approach to managing and nurturing relationships with key customers across multiple international markets.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

SBI

OCTOBER 22, 2019

Transforming Sales: How to Maximize Revenue in your Biggest Accounts. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Account Planning 23

Account Planning Key Account Management Account Management Sales 23

Upland

FEBRUARY 17, 2023

Buying groups have changed the world of B2B sales. Buying groups come with the challenges sellers are already accustomed to, with the added difficulty of handling competing priorities, varying levels of support, more frequent turnover, and beyond. What is a Buying Group in B2B Sales?

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? What Is Account Planning? Strategic Account Planning. What Should a Key Account Plan Include? How to Do Account Planning? Back to blog.

Account Planning 52

Account Planning Account Development Management Account Management 52

Luminas Strategy

OCTOBER 2, 2022

written by Mark Donnolo, Managing Partner and posted at SalesGlobe A year ago, I stood in front of a senior sales team. They developed a plan that covered their top accounts and a handful of strategic prospects and followed it consistently. It had nothing to do with the plan components or the plan process.

Account Planning 52

Account Planning Energy and Utilities Manufacturing Decision-making 52

Cosawi

DECEMBER 28, 2021

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

SBI

APRIL 4, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Garry Mansfield , Founder of Outside In Sales & Marketing. Finally we help sales leaders to coach more effectively.

B2B 20

B2B Sales Decision-making Account Planning 20

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Set reminders.

Account Management 246

Account Management Key Account Management Management Suppliers 246

DemandFarm

APRIL 18, 2023

A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. How does sales enablement currently manage this data? Does it become overwhelming for the sales team?

Account Management 52

Account Management Digitalization Management Account Planning 52

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 77

Sales Sales Leadership Leadership CRM 77

Arpedio

JANUARY 11, 2023

The technical definition of account management is when you have a structured approach to managing and growing your relationship with your customers to achieve mutually beneficial goals. In order to succeed in today’s B2B industry, you need to align your sales strategies to sales and buyer expectations for personalization.

Account Management 52

Account Management Management Key Account Management B2B 52

SBI

OCTOBER 9, 2018

On reflection there are some similarities too with B2B sales professionals. The key lesson for sales is this – have a clear objective for an account (to advance) or opportunity (to win, or lose early). I’ll be honest here, I didn’t do enough of the right training to make this challenge easier.

Account Strategy 55

Account Strategy Account Planning Suppliers B2B 55