ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.

Account Planning 52

Account Planning B2B Decision-making Stakeholders 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. 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.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

ProlifIQ

MAY 14, 2021

B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like a battle – a battle between you and your competitors for your customer’s business. When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial.

Account Planning 64

Account Planning Innovation Stakeholders B2B 64

Arpedio

FEBRUARY 15, 2024

The session covers everything you need to know about empowering sales leaders, applying Account-Based Selling (ABS) technologies and AI in Salesforce ecosystems, and the crucial interplay between technology, trust, and the future of B2B interactions. Account Management Build powerful account plans in Salesforce.

B2B 52

B2B Account Planning Facilitation Sales 52

ProlifIQ

JANUARY 18, 2022

B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like a battle – a battle between you and your competitors for your customer’s business. When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. It’s a must-have.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. The organization as a whole simply didn’t have the full insight potential it desired into its customers and stakeholders.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

Arpedio

APRIL 13, 2023

Stakeholder Management: A Must Read Guide ← Back to blog Stakeholder management refers to the process of identifying, understanding, and engaging with individuals or groups who have a stake or interest in a project, initiative, or organization. What is Stakeholder Management? What is a stakeholder? What is a stakeholder?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

ProlifIQ

MAY 14, 2021

B2B selling isn’t fighting a war of liberation from a tyrannical king in a powdered wig, but it can feel like a battle – a battle between you and your competitors for your customer’s business. When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. Sales maps for key accounts tend to be quite complex with many stakeholders.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

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 116

Account Planning Co-Creation Account Management Negotiation 116

Arpedio

MARCH 31, 2023

ARPEDIO is Acknowledged in The Forrester Tech Tide : B2B Sales Technologies, Q1 2023 ← Back to blog In order to boost revenue growth, businesses are investing in sales technologies to win, serve, and retain more customers. This report is essential reading for B2B sales and revenue operations leaders. Table of Contents 1.

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

Upland

MARCH 29, 2023

At the same time, current trends point to the growing importance of effective relationship management in B2B buying journeys. This is part of the mindset shift required to become effective at relationship management and is also a key aspect of account planning.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions. The result is to land a deal or expand business opportunities within an existing customer account.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

SalesGlobe

OCTOBER 10, 2023

In this article, I will touch on reasons why B2B sales teams can benefit from AI and some of the challenges teams may encounter. How AI Can Benefit the Sales Team B2B sales are often complex, with many stakeholders, intricate decision processes, and high-stakes negotiations. Below are a few of these challenges.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts.

Account Management 195

Account Management Management Account Planning Decision-making 195

ProlifIQ

MARCH 11, 2021

When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision makers or key stakeholders, the faster you’ll turn opportunities into deals. You can’t just reach one or two key stakeholders anymore.

B2B 52

B2B Stakeholders Account Planning Decision-making 52

ProlifIQ

MARCH 11, 2021

When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision makers or key stakeholders, the faster you’ll turn opportunities into deals. You can’t just reach one or two key stakeholders anymore.

B2B 52

B2B Stakeholders Account Planning Decision-making 52

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.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Arpedio

OCTOBER 11, 2021

Define the role of your KAMs or SAMs as leaders in your business SAMA offers a vital community to accelerate KAM programs It’s Strategic Account PlannING, not Account Plan Digital has permanently transformed the KAM role. The mindset shift from account plans to account planning is essential.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Arpedio

DECEMBER 19, 2022

Download Account Plan Report: Compile and download Account Plan Reports with the most crucial information in PowerPoint to share with anyone – internally or externally. Let's discuss how you have make the most of it with our Account-Based Selling Platform. Are you using Saleforce today? Start free trial.

Account Planning 52

Account Planning Account Management B2B Stakeholders 52

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.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

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. But where do companies often have gaps?

Account Management 52

Account Management Management Account Planning Stakeholders 52

Account Manager Tips

NOVEMBER 22, 2022

Who are their internal stakeholders? One Page Key Account Plan Guide & Template. Say goodbye to complicated account plans that don't work. Grab this free easy-to-follow guide that will have you writing a successful key account plan in no time! Is it critical, important or unimportant?

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Upland

JULY 12, 2023

It moved us from talking about qualification to talking about account planning more broadly. Rigorous qualification is a foundational pillar of account planning because it’s the only way to focus your attention on building real, mutually beneficial relationships. It moved us in the right direction,” says Sarah.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Arpedio

FEBRUARY 6, 2023

Start free trial Global B2B corporations are already creating significant results through the ARPEDIO solutions.​​ Start free trial Explore the opportunities​ We are confident that ARPEDIO can benefit your work with complex B2B Sales and Strategic Account Management. Sign me up! Sign me up!

Account Management 52

Account Management Account Planning B2B Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Pronounced [ɑːrˈpiːdi.oʊ] or ar-PEE-dee-oh, each letter represents a fundamental step in our approach to Strategic Account Management and professional B2B Sales: A is for Access Providing accessible solutions to our clients. P is for Plan Crafting meticulous plans to ensure success. Superior together.

Account Planning 52

Account Planning Account Management Stakeholders B2B 52

DemandFarm

APRIL 4, 2023

Why should you adopt Digital Key Account Management? What are some of the benefits of adopting digital account planning solutions for your key accounts? How will it be different from the existing account management strategies that you have adopted for your key accounts?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Many B2B buyers prefer to issue RFPs to Re-evaluate scope, specifications and requirements. Be transparent and accountable for purchasing decisions. GRAHAM Different stakeholders will value different things.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ProlifIQ

FEBRUARY 13, 2023

Defining a Sales Handoff The business model for many B2B Saas companies involves customer growth. The sales-to-customer success handoff is a crucial step in the B2B SaaS space for exactly this reason. This is especially critical when dealing with large accounts with the potential to upsell.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

ProlifIQ

NOVEMBER 9, 2022

Why You Should Care: The data shows that in most B2B selling trends, the prospect is now approaching potential vendors much later than they have in the past. As a seller, this means you must also be consultative and understand not just your own product, but also the competitive landscape within each target account.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

ProlifIQ

FEBRUARY 8, 2023

What’s wrong with how B2B Businesses look at Customer Success? QBRs are not designed to help a customer success team actively execute account tasks that lead to an upsell or expansion. For example, the CRM can show the results of previous account plans and identify areas where improvements can be made.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

Arpedio

FEBRUARY 26, 2024

About ARPEDIO ARPEDIO provides a powerful account-based selling platform for B2B sales professionals, fully integrated within Salesforce. ARPEDIO B2B Sales Training : ARPEDIO customizes B2B sales trainings to fit your exact needs, regardless of your chosen sales methodology. Superior together. Enhance forecast accuracy.

B2B 52

B2B Innovation Sales Training Account Planning 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

Arpedio

MAY 10, 2023

. ” The report provides sales and sales operations leaders with valuable insights into the diverse set of vendors in the rapidly evolving account-based selling technologies market. Our innovative solutions enable enterprises to develop their key accounts and ensure collaboration between stakeholders. Superior together.

Account Planning 52

Account Planning Innovation Stakeholders Government 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.

CRM 52

CRM Artificial Intelligence B2B Account Management 52