Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. It’s putting their needs ahead of the sale to form long-term relationships. 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

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. They must consistently create, measure, and communicate value to the customer. Enhancing communication : Relationship mapping can also improve communication within a customer organization.

CRM 195

CRM Management Stakeholders Decision-making 195

KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. So, what do you plan to do about it? Sales and company leaders, imagine you are a ship captain. Focus on Customer Targeting and Account Planning.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

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

DemandFarm

APRIL 13, 2023

It is used by sales and account management teams to understand how customer organizations work, identify key decision-makers, and plan their course of action. Digital Key Account Management The use of digital tools and platforms to manage relationships with key accounts is Digital Key Account Management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Arpedio

JANUARY 4, 2024

As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively. Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency. Why does account mapping matter so much for sales teams?

B2B 52

B2B Sales Decision-making CRM 52

Arpedio

MARCH 27, 2023

A disadvantage of this methodology is that it’s primarily used for qualifying deals and ensuring that the sales rep have gone through the necessary steps. Some companies have MEDDIC as a qualification framework and then use an approach like challenger sales to effectively communicate and position their solutions.

Sales 52

Sales Account Management e-Learning Decision-making 52