Account Planning Blog Customer Value Sales 
Janek Performance Group: Account Planning
OCTOBER 25, 2023
However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. When selling to existing customers, 56 percent achieve win rates greater than 50 percent. This makes account planning essential. It’s putting their needs ahead of the sale to form long-term relationships.
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. Aspirational account planning revolves around how you think about and with the customer.
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Strategic Account Management Association
OCTOBER 26, 2021
A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review “When CEOs Make Sales Calls” in which he describes the impact of top management’s involvement in the customer relationship. Adapting our corporate behaviors to fit the customer context.
Strategic Account Management Association
JULY 13, 2021
Understanding strategic account management is essential for the members of a COE who need to appreciate that it is a business model, not a sales model, and requires change management. A COE can bring expertise for more customer value and differentiation. Your customer will remember that you care about their success.
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.
SBI
JANUARY 14, 2020
Brainshark Unveils READY20 – the Only Sales Enablement Event Dedicated to Furthering Sales Readiness. READY20 will be held August 17-18, 2020, at the Encore Boston Harbor resort – providing actionable ideas and insights for elevating sales preparation and performance. Brainshark , Inc., Greg Flynn, CEO Brainshark. .
SBI
NOVEMBER 13, 2019
ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight. LOS ANGELES, Nov.
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