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

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.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Account Manager Tips

JUNE 29, 2021

Improve communication. Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat? Shareholders and board/directors value growth, costs, profit and cashflow.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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. Which key stakeholders are your “champions” and will help you retain the account, or even grow it?

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

JANUARY 9, 2024

Regularly monitoring metrics enables Account Managers to adapt and improve their strategies continuously. Whether it’s refining communication methods, optimizing service delivery, or enhancing product features, a commitment to improvement is facilitated by a keen understanding of key metrics. Try ARPEDIO's Account Planning tool.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Account Manager Tips

OCTOBER 11, 2021

Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Commit to targets Plan activities Coordinate resources Manage risk Get results. Warwick Brown // Account Manager Tips.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Arpedio

MAY 10, 2023

By focusing on your most important customers and developing customized strategies to meet their needs, you can build strong personal relationships and increase revenue and profitability. With its significant impact on a company’s bottom line, key account management is a strategy that no business can afford to ignore.

Key Account Management 52

Key Account Management Account Management Management Profitability 52

Upland

NOVEMBER 27, 2023

What has their profit and revenue looked like in recent years? 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. Who do they sell to?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

ProlifIQ

AUGUST 17, 2023

Introduction: In the dynamic landscape of B2B sales, adopting innovative strategies is essential for sustained growth and profitability. This method focuses on acquiring new customers while simultaneously nurturing existing accounts to drive expansion and increase company revenue.

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account Management 81

Account Management Management Stakeholders Profitability 81

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

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Many sellers engage in opportunity planning when they pose questions such as: What business problem are you trying to solve for the customer?

Account Management 129

Account Management Sales Account Planning CRM 129

SmartKarrot

NOVEMBER 9, 2022

It takes both art and science to handle key accounts. Some aspects of account planning are constructing a sales strategy, developing a consistent technique for gathering background information on important clients, and establishing relationships based on proactive management and support. The definition of key account plan.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

Revegy

OCTOBER 2, 2019

Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. Key accounts are hard to win, hard to retain and particularly challenging to grow. 4. Changing Needs.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

Hubspot Sales

MARCH 18, 2019

Key accounts are 60 to 70% likelier to close than new ones, plus spend 33% more on average. According to the Harvard Business Review , customer satisfaction increases 20% within a few years of starting a key account management program. Profits and revenue, meanwhile, can increase by 15%. Key Account Management Strategy.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

Arpedio

APRIL 30, 2024

Clearly communicate how your product or service addresses these pain points and provides a unique solution. 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 Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools. Could it be any more boring?

Key Account Management 130

Key Account Management Account Management Management Meetings 130

Arpedio

JANUARY 5, 2024

Key Responsibilities of Account Managers Account managers are entrusted with a variety of responsibilities that collectively aim to fortify the client-agency relationship. Comparative Analysis of Goals and Objectives At their cores, both account management and customer success aim to foster sustainable business growth.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Janek Performance Group: Account Planning

JULY 13, 2021

Hence, the best strategic account manager is not necessarily your best sales rep (we’ll talk more about that later). Why should we use strategic account management? Because it’s often the single best way to guarantee long-term profitability and existence for your organization. What are their target markets?

Account Management 52

Account Management Management Account Planning Interpersonal Skills 52

Arpedio

AUGUST 22, 2023

Table of Contents Understanding the importance of account management First things first: Key account management is a strategic business approach in which a company dedicates personnel and resources to foster a mutually advantageous association with its most valuable clients. Superior together. Enhance forecast accuracy.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Arpedio

JULY 12, 2023

You can think of it like this: Marketing creates the initial demand and interest after which account-based selling activities take over to build relationships, engagement and consensus among the stakeholders involved in the buying decision. In other words, ABM focuses on quality over quantity.

Marketing 52

Marketing Advertising Decision-making Communication 52

Janek Performance Group: Account Planning

JULY 21, 2021

In this edition, we’ll be looking at the inverse – the mistakes that will cause your strategic account management efforts to fail. You’re communicating too frequently (or not enough). That way, everyone is clear on the expectations and you know when and how you should be communicating with them.

Account Management 52

Account Management Management Negotiation Account Planning 52

Arpedio

JANUARY 11, 2023

An Account Manager’s responsibilities include building long-term relationships with customers based on trust and value. In order to do so, it’s essential that the Account Manager communicate with his or her clients to understand their needs and provide the details and value of products and services. Get started today.

Account Management 52

Account Management Management Key Account Management B2B 52

Janek Performance Group: Account Planning

AUGUST 4, 2021

Coach to communication skills. The single most important skill set to have as a strategic account manager is communication. In fact, if you’re just building your strategic account division, one option worth pursuing is to make your best communicators your initial managers and work on building up the other skill sets later.

Account Management 40

Account Management Management Communication Stakeholders 40

SmartKarrot

MARCH 25, 2022

Develop expertise in Splash technology and Events marketing methodology in order communicate long-term roadmap and represent customer needs internally. Develop meaningful relationships with key stakeholders within the customer as well as Cato’s teams (Sales, Customer Success, R&D and Support Engineering). Apply here: [link].

Customer Success 19

Customer Success Account Planning Stakeholders Finance 19

SmartKarrot

NOVEMBER 2, 2022

Retain, attract, mentor, organize, and manage a high-performance team, fostering a culture of ownership, accountability, and ethical behavior. Own the group’s P&L, taking a data-driven approach to improve adoption and engagement across the customer base, in turn maximizing the revenue and profitability.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

Gordian Business

JULY 23, 2019

An organisation working on one strategic account, regular internal and account meetings and some form of account plan and objectives, is better than a near-perfect SAM program in the drawer gathering dust. SAM is an initiative to change organisational culture, so small steps and building momentum are critical.

Management 52

Management Account Management Leadership Account Planning 52

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

MAY 12, 2023

Account Selection and Segmentation The foundation of any successful KAM strategy lies in identifying the right customers to target. This process involves segmenting the customer base to determine which accounts have the most potential for growth and profitability.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

Arpedio

MARCH 27, 2023

This includes everything from identifying and qualifying leads, to tracking touchpoints and communications with prospects, to forecasting potential sales, to finally analyzing data to make your sales process even more efficient. Regularly communicate with your team and stakeholders to ensure alignment and identify areas for improvement.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

This includes everything from identifying and qualifying leads, to tracking touchpoints and communications with prospects, to forecasting potential sales, to finally analyzing data to make your sales process even more efficient. Regularly communicate with your team and stakeholders to ensure alignment and identify areas for improvement.

Software 52

Software Software Management Sales 52

OnStrategyHQ

MAY 18, 2021

Financial Strategic Objectives: To establish a financially stable and profitable company. Profitability: Maintain margins at XX%. The scorecard has four categories of measures: Financial/Mission — How do we look to our stakeholders? Shift revenue mix majority of product sales to service sales.

Organization 96

Organization Facilitation Small Business Marketing 96

Account Management Skills

MARCH 20, 2023

If you are really fully focused in that, you can not then do the more strategic elements, looking at the bigger picture and having that time to meaningfully build account plans and growth plans and write proposals to focus on opportunities or to prepare quarterly business reviews, or the needs of the client. So that’s it.

Digitalization 52

Digitalization Account Management Decision-making Management 52

SmartKarrot

JUNE 7, 2021

Identifying, developing, and maintaining strong relationships with stakeholders at all necessary levels (C-suite, management and functional) within the customer organization to understand and influence their project strategies. Build and execute account-specific success plans to proactively drive customer health, growth, and advocacy.

Customer Success 10

Customer Success Partnership Management Onboarding Client Relationships 10

SmartKarrot

NOVEMBER 25, 2020

Lead the CSMs through the development and management of strategic account plans and business reviews that can be used to create internal and customer alignment with their desired outcomes. Manage large enterprise accounts including account growth and driving product utilization.

Customer Success 10

Customer Success Stakeholders Onboarding Account Growth 10

Account Management Skills

MARCH 23, 2021

I’ve asked Simon to share with us a little bit more about the role of a planner in an agency, how they work with the account management team, how it adds value to clients and leads to client retention and at what point an agency should consider having one. Imagine trying to do that over three or four accounts.

Account Management 52

Account Management Banking Advertising Profitability 52