Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. When it comes to account planning, change is inevitable. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change.

Account Planning 195

Account Planning Management Leadership Organization 195

Cosawi

DECEMBER 28, 2021

Stay informed on the account through an established strategic account process. Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”.

Leadership 52

Leadership Co-Creation Account Management 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

Account Manager Tips

MARCH 23, 2021

Launch, implement and monitor account plans that speed up business results and client satisfaction. Effective key account management Successful key account management requires an eco-system of elements that align to deliver successful outcomes for you and your clients. Key account management doesn't operate in a vacuum.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Upland

NOVEMBER 27, 2023

Have there been any recent changes in executive leadership? It’s a 10x factor approach.” Work as a team As with every aspect of account planning, sellers will be most successful if they approach insight-gathering as a team. “When you collaborate, you’re getting the big picture,” says Billy. Sold off a piece of the business?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

ProlifIQ

FEBRUARY 8, 2023

Because a standard customer success team is trained to look at managing their accounts, or account planning , as a quarterly activity, they are therefore less likely to look at account planning as a daily, ongoing, activity. Leverage your CRM for account planning instead of opting for long QBR sessions.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

Arpedio

MAY 31, 2024

The Preferred Account-Based Selling Platform Our platform provides visual org charts, stakeholder relationship heat maps, up-to-date account plans, recommended next-best actions, accurate weighted pipelines, and white space analysis. Value : Understanding and clearly communicating what the company is selling is vital.

Leadership 52

Leadership Account Management Facilitation Innovation 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 29, 2024

The symposium offered invaluable insights into the world of successful SAM programs, highlighting the importance of a deep understanding of customer initiatives, organizational commitment, and strategic alignment across all levels, coupled with adaptive leadership and a relentless focus on timing and consistency to master the SAM program hype cycle.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

The Chapman Group

DECEMBER 8, 2020

The most significant advantages of the title of SAM (Strategic Account Manager) often include: Appropriating a clearer title and level of empowerment (may also include higher grade level positioning) to establish and maintain senior level account relationships within their accounts, as well as enable internal initiatives.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Arpedio

OCTOBER 17, 2023

Role-specific assessments: Use role-specific assessments or case studies to evaluate a candidate’s ability to manage accounts, make strategic decisions, and communicate effectively. Coaching and mentorship: Invest in coaching and mentorship programs to nurture the professional growth of your account managers.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

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

Sales Latitude

AUGUST 2, 2018

I realize that this takes time, but a key part of your job is knowing the details of your buyer’s industry, their position in the marketplace, and the different buyer personas in order to understand how to communicate specifically about the things that are critical to their success. Do Thorough and Proactive Account Planning.

Account Planning 76

Account Planning Sales Facilitation Leadership 76

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. Leadership is not the responsibility of the person who has the title.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Cosawi

FEBRUARY 27, 2023

These communication opportunities are key to personalized, targeted connections. Taking this approach optimizes the engagement between the strategic account manager and marketing in this co-orchestration of the account plan. awareness marketing”) packaged as account-based marketing.

Marketing 52

Marketing Suppliers Investors Account Planning 52

SBI

JULY 1, 2020

Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Collaborate Beyond Sales.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

DemandFarm

MARCH 31, 2023

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. The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

SalesGlobe

NOVEMBER 10, 2023

From the first contact that may come from marketing to the first conversation, how we connect and what we say must change to respond to the changing dynamics of how people connect with one another and communicate in a world where our now modern methods of communication have dramatically changed behaviors, habits and expectations.

Sales 52

Sales Account Planning B2C Organization 52

ProlifIQ

FEBRUARY 27, 2023

Importance of Key Account Management – In a B2B company, key account management is crucial as these customers often generate a large portion of the company’s revenue. This helps hold your team accountable and gives leadership an easy home base to understand where efforts are being directed.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

KAM With Passion

FEBRUARY 22, 2021

The other most usual KAM-specific processes include: the selection and deselection of Key Accounts, resources allocation and alignment, the building and management of account teams and account plans, as well as goal setting for the short and medium term along multiple dimensions. A much higher customer orientation.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

Brightbridge Consulting

AUGUST 5, 2021

We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. A face-to-face meeting is planned! It makes understanding and communicating value far more difficult – (It was challenging already). Different and creative approaches are required.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

The Chapman Group

AUGUST 23, 2020

The most significant advantages of the title of SAM (Strategic Account Manager) often include: Appropriating a clearer title and level of empowerment (may also include higher grade level positioning) to establish and maintain senior level account relationships within their accounts, as well as enable internal initiatives.

Account Management 78

Account Management Management Value Proposition Account Planning 78

Cosawi

SEPTEMBER 13, 2021

The COE creates the fine balance by driving the corporate shift, aligning the vision and mindset and providing an aligned communication and business process while enabling the local groups to focus on customer intimacy and relevant value. These communities help accelerating the SAM journey, connectivity and dissemination of ideas.

Account Management 52

Account Management Leadership Account Planning Communication 52

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. This requires collaboration and a well-documented account plan. . Account Visibility = Agility. People need to stay connected, more now than ever.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Revegy

APRIL 21, 2021

We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

Arpedio

OCTOBER 20, 2023

A stakeholder matrix is a visual representation and organizational tool used to identify, categorize, and assess the significance of various stakeholders involved in a client’s organization or account. Consider their interests, communication preferences, and specific needs.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

Revegy

APRIL 21, 2021

We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership.

Stakeholders 59

Stakeholders Account Planning Decision-making Leadership 59

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

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. Five Questions That Will Help You Plan for Impact. Collaborate Cross-Functionally.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Hubspot Sales

MARCH 18, 2019

Key accounts don't usually buy off-the-shelf: They want a custom blend of products and services tailored to their needs. A KAM needs leadership abilities to guide her team members (which might include a salesperson, marketer, technical support, implementation and/or onboarding specialist). Orchestrate and Execute.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

Arpedio

MARCH 7, 2022

ABM should be customer-led and team-enabled Sales and marketing need to co-orchestrate the account plan Mapping out the customer journey is absolutely crucial ABM starts with a mindset change and management needs to support this cultural shift Watch the LinkedIn Live session here. Key takeaways.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

Hubspot Sales

AUGUST 25, 2018

Communicate clearly around promotions. Millennial salespeople are part of the fabric of our current workforce -- and 25% recently said they plan to leave their current job within a year. Key behaviors : Developing a territory plan including a comprehensive list of prospective customers. No one wins in this scenario.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Arpedio

SEPTEMBER 25, 2023

Strategic planning KAM isn’t just about the present; it’s about the future. It involves strategic planning and collaboration with key accounts to ensure their needs are met and your business can grow together. Regular communication Keeping the lines of communication open is vital in KAM.

Key Account Management 52

Key Account Management Account Management Management Sales 52

OnStrategyHQ

DECEMBER 20, 2023

To kick this process off, we recommend 1-2 weeks (1-hour meeting with the Owner/CEO, Strategy Director, and Facilitator (if necessary) to discuss the information collected and direction for continued planning.) Questions to Ask: Who is on your Planning Team? What senior leadership members and key stakeholders are included?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Gordian Business

JULY 23, 2019

Everything written about managing major accounts strategically has one theme: it’s not a marketing or sales campaign, it’s a leadership initiative driven by the C-Suite. The overarching key to long-term success is how well the organisation changes to manage strategic accounts differently. ” — Frances Hesselbein.

Management 52

Management Account Management Leadership Account Planning 52

Cosawi

FEBRUARY 29, 2020

Leveraging the full power (art AND science) of their function while tapping into the mindset of a scientist, marketers can analyze data to pinpoint opportunities to advance account plans and engage with customers. Recent Posts. Creating customer-centric curricula.

Marketing 52

Marketing B2C Global Accounts Innovation 52

SalesGlobe

APRIL 19, 2022

Communications That Come Too Late. This is often one of the most challenging aspects to address since the acquiring company is not allowed to communicate with their new acquisition partner until the deal is fully executed, and this happens up to several months following the first public announcement of the deal.

Acquisition 52

Acquisition Sales Decision-making Communication 52