ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Arpedio

JANUARY 5, 2024

Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth. It is the blueprint to navigate the complexities of customer engagements and the secret weapon to unlock the true potential of your accounts.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Our strategic key accounts appreciate the SV&I organization.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

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. Your key accounts are your most desired customers.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Upland

MARCH 29, 2023

This is part of the mindset shift required to become effective at relationship management and is also a key aspect of account planning. It means building out a robust understanding of roles in the decision-making process, how (and to what extent) they exert influence and what priorities are top-of-their-mind.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

APRIL 20, 2023

Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts. Through a combination of best practices, relationship mapping, and account planning, sellers and account managers can retain their status as trusted advisors, and keep the howling, lone wolves at bay.

Account Management 195

Account Management Management Account Planning Decision-making 195

Strategic Account Management Association

OCTOBER 26, 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. Empathy can be used to listen as well as communicate.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Account Manager Tips

MARCH 23, 2021

Identify and connect with decision-makers, budget holders and manage complex relationship networks. Clients feel secure in the relationship, and information sharing and transparency increase to help everyone make better decisions. Launch, implement and monitor account plans that speed up business results and client satisfaction.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

DemandFarm

MAY 22, 2024

Not just that, over 150,000 companies globally depend on Salesforce for CRM services, with the US making up 62% of Salesforce customers. The software offers real-time market knowledge, decision-making capabilities, and advantages across your strategic account portfolio. billion in 2023. Top 3 Salesforce DevOps tools 1.

Facilitation 52

Facilitation Key Account Management CRM Decision-making 52

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Improve communication. Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Strategic Account Management Association

JULY 13, 2021

When we see the investment that some companies are making in pivoting their engagement model to be more strategic, customer-centric and value enabling, we are always surprised to see the enabling functions still focus on supporting the more transactional model which is based on the number of interactions as the metric. Conclusion.

Account Management 591

Account Management Innovation Co-Creation Organization 591

ProlifIQ

FEBRUARY 8, 2023

A relationship-focused customer success strategy includes involvement in the purchase decision, implementation and use of products or services, and customer support.” A sales manager should care about leveraging their CRM for critical account management because it can greatly improve the chances of customer success.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? .

Account Planning 195

Account Planning Leadership Software Software 195

Upland

NOVEMBER 27, 2023

What’s putting the squeeze on your customer’s key decision-makers? Make sure the one you’re ready to help with is a member of the cho- sen few. Once you know where to focus, it’s all about leaning into the natural curiosity that makes sellers good at what they do. What’s driving that business to make decisions?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Arpedio

JANUARY 9, 2024

Let’s delve into why these measurement tools are pivotal for driving success in account management : Strategic Decision-Making: Metrics and KPIs provide a data-driven foundation for strategic decision-making. This, in turn, informs strategic decisions that are aligned with customer needs and business goals.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

APRIL 30, 2024

Opportunity Identification: Analyzing customer data and engagement metrics to uncover cross-selling and upselling opportunities within your accounts. Relationship Building: Fostering strong relationships with your clients through regular communication, personalized interactions, and exceptional customer service.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

DemandFarm

APRIL 11, 2023

Is the organization ready to adopt a digital approach to account planning, and does it have the discipline to use it effectively? Implementing Digital Key Account Management tools requires discipline, as it involves following a set of processes and procedures consistently.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

APRIL 30, 2024

This knowledge will help you tailor your value proposition to address these pain points directly, making your offering more compelling. Clearly communicate how your product or service addresses these pain points and provides a unique solution. This is where value communication techniques come into play.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

ProlifIQ

OCTOBER 4, 2023

Make sure you have clear measures for the customer, but also your team! Account Planning: The Heart of Your Strategy The Role of Account Planning Account planning is where your strategy takes shape. It lays out a detailed plan for each key account. What are they hoping to accomplish?

Account Management 52

Account Management Management Account Planning Key Account Management 52

Arpedio

APRIL 29, 2024

By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. By assessing the budget early on, you can determine whether the prospect has the necessary funds to make a purchase. This represents the decision-making power of the prospect.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

DemandFarm

MAY 9, 2024

Imagine you’re a key account manager at a multinational corporation. Your day-to-day involves navigating complex client organizations, each with its own layered hierarchy and network of decision-makers. Keeping track of who influences which decisions and understanding the power dynamics within these organizations.

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

ProlifIQ

NOVEMBER 9, 2022

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. This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Cosawi

FEBRUARY 27, 2023

As part of our customer buying journey mapping work, we have delved deeper not only into where the customer is headed, but what their state or mindset is at each given step as they progress on their decision making. At another point, decision remorse may be setting in. awareness marketing”) packaged as account-based marketing.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Arpedio

NOVEMBER 22, 2023

Enhancing decision-making: By mapping stakeholder interests and priorities, businesses can make more informed decisions that align with their stakeholders’ needs and expectations. Managing risks: By identifying potential risks and concerns of stakeholders, businesses can take proactive measures to mitigate them.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 52

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

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Business Reviews in a Key Account Management context. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

ProlifIQ

JUNE 21, 2023

This alignment helps in driving sustainable growth and ensuring the overall success of the strategic account management program. Account plans are instrumental in managing and retaining strategic accounts. Stakeholder mapping plays a vital role in strategic account management.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

OCTOBER 20, 2023

At its core, it serves as a structured framework that helps account managers and leadership gain insights into the complex web of individuals and groups impacting their client relationships. These insights are crucial for informed decision-making, risk mitigation, and ensuring project alignment with broader organizational goals.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability. They make centralized buying decisions, at least on a regional level.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Arpedio

OCTOBER 17, 2023

Account management software tools Account Management Software ← Back to blog Account management software solutions have transformed the way businesses handle their account planning and client interactions. Communication integration Effective communication is at the heart of successful account management.

Account Management 52

Account Management Software Software Management 52

DemandFarm

MARCH 31, 2023

Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges. Ensuring the entire organization is part of the change, making everyone an advocate and engaging the whole team will in turn make the adoption of Digital Key Account Management easier.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

APRIL 13, 2023

It involves developing a strategy for communication, collaboration, and relationship-building that considers the needs, expectations, and concerns of all relevant stakeholders. Look for information about the account’s leadership team, organizational structure, and decision-making processes. What is a stakeholder?

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Jermaine Edwards

NOVEMBER 25, 2021

Almost every business on the planet has been compelled to make adjustments, and in most cases transform the way they relate to their customers from an entirely virtual environment. A plan provides clarity and buy-in to what you want to achieve as you’ve spent time considering what’s important to your customer. Trust goes a long way.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.

Account Planning 117

Account Planning Sales CRM Prioritization 117

Arpedio

JANUARY 4, 2024

Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency. Understanding the Fundamentals of Account Mapping The concept of account mapping basics may seem daunting at first, but it is essential for strategic account planning and overall sales enablement.

B2B 52

B2B Sales Decision-making CRM 52

SBI

JULY 1, 2020

The Revegy Customer Optimization Wheel outlines the common practices we have identified that make leading companies successful at securing bigger deals over shorter sales cycles with more predictability. 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