DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

ProlifIQ

AUGUST 17, 2023

According to Gartner, companies that prioritize customer retention and expansion can achieve up to 95% higher profits compared to those that focus solely on acquisition. This statistic underscores the importance of identifying the next growth engine within an existing organization.

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

Arpedio

MARCH 18, 2024

Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth. As we delve deeper, let us unfold the multiple layers of account mapping and its pivotal role in sculpting success in B2B sales.

B2B 52

B2B Stakeholders Sales Decision-making 52

SBI

JULY 1, 2020

Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

ProlifIQ

JANUARY 27, 2022

Structural changes to the organization itself (i.e. mergers, acquisitions, downsizing, expansion). That means not only talking with your contacts regularly but paying close attention to the ebbs and flows within the account that they’re revealing to you (or hinting at). . Major ongoing, multi-phase projects.

Account Planning 52

Account Planning Stakeholders B2B Key Account Management 52

Janek Performance Group: Account Planning

MAY 16, 2022

If that plan includes increasing revenue from your best clients, you will need a strategic account management plan. As companies grow, and their account base expands, different clients represent different potential future values for the organization. Strategic Account Managers Are Not Sales Reps.

Account Management 52

Account Management Management Acquisition Strategic Thinking 52

Arpedio

JANUARY 5, 2024

By differentiating the nuanced approaches of each discipline, organizations can refine their strategies to ensure not just satisfaction, but success—an outcome that both secures brand loyalty and drives competitive advantage.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Hubspot Sales

MAY 19, 2020

Here, it’d make sense to pick target accounts that have multiple buying units or subsidiaries. Logo acquisition : Buyers - particularly upmarket/enterprise buyers - crave social proof. The goal of this campaign is to close deals with target accounts whose logos and testimonials would add legitimacy and social proof to your brand.

Decision-making 116

Decision-making Management Acquisition Value Proposition 116

Arpedio

JULY 12, 2023

While account-based selling is familiar to most sales teams, and marketers understand the significance of targeted campaigns, there is still ambiguity surrounding the implementation of ABM and ABS programs across an organization as a whole. An Introduction to Account-Based Marketing and Account-Based Selling 2.

Marketing 52

Marketing Advertising Decision-making Communication 52

SalesGlobe

APRIL 19, 2022

So, what does this mean for sales, and why should sales professionals and partners of the sales organization care? The moment the organization has a green light to access the information, the team can go in and quickly mitigate risks and the sales leader can communicate a message that resonates and makes sense.

Acquisition 52

Acquisition Sales Decision-making Communication 52

Arpedio

APRIL 30, 2024

Implement your preferred methodology in Salesforce with ARPEDIO Ensure that your defined best practice or sales methodology is being followed, accelerated, and rolled out for the entire organization. These metrics could include sales revenue, conversion rates, customer acquisition costs , and customer retention rates.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Janek Performance Group: Account Planning

AUGUST 4, 2021

Naturally, it’s important to make sure account managers have a firm grasp of the primary communication styles. Coach them in how to identify what mix of communication styles they themselves use and the ones that key stakeholders in their client organizations use. so it’s not just about pursuing the next contract.

Account Management 40

Account Management Management Communication Stakeholders 40

SBI

OCTOBER 28, 2019

New features in the Revegy account planning platform help leading companies drive revenue. With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Account Planning.

Account Planning 20

Account Planning Decision-making Acquisition Client Relationships 20

SBI

JANUARY 29, 2020

The most notable new capabilities include: Powerful recommendations and deep search to surface relevant content: Allego’s new content recommendation feed on employees’ home screen displays the best content front and center to ensure every employee is equipped with the best knowledge and collateral their organization has to offer.

Account Planning 26

Account Planning Sales Digital Transformation Stakeholders 26

SBI

OCTOBER 29, 2019

October 29, 2019: Allego and Seismic today announced a strategic partnership to help sales and marketing organizations improve performance by providing a central resource for all of their personalized sales collateral, customer engagement videos, and relevant just-in-time learning material. Account Planning. Rowe Price.

Account Planning 20

Account Planning Onboarding Sales Acquisition 20

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. But it’s a very similar dynamic, I’m still creating a plan. I’m working toward that plan. I’m updating internal and external stakeholders, and all that sort of stuff.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SmartKarrot

JUNE 22, 2021

Role: Customer Success Director Location: Remote, United States Organization: Terminal As a Customer Success Director, you will lead client relationships to facilitate seamless onboarding, ensuring strong relationships and alignment of expectations through the entire customer lifecycle.

Customer Success 10

Customer Success Acquisition Client Relationships Facilitation 10

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. The acquisition will result in an offering that enables marketers to have full control and oversight into how their content impacts this new buyer landscape.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20