ProlifIQ

SEPTEMBER 6, 2022

The Myth of Account Planning. Most people relate account planning to something like a quarterly business review (QBR), where sellers and leaders will give an in-depth presentation on the state of their top accounts. Look back at your previous account plans; what actions were taken to successfully close this deal?

Account Planning 52

Account Planning Stakeholders CRM Leadership 52

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Quip

NOVEMBER 17, 2020

Salesforce is the #1 CRM for a reason – it helps your marketing, sales, commerce, service and IT teams work as one from anywhere — so you can keep your customers happy everywhere. But what about really complex processes like – account planning, close plans, and account transitions. Account transitions.

Stakeholders 52

Stakeholders Account Planning Decision-making Sales 52

ProlifIQ

MAY 17, 2024

Can team members easily understand the various roles stakeholders have when they look into an account? Mapping out accounts makes team selling much easier, and enables the entire GTM team to surround, expand, and grow an account. There are often multiple key decision-makers involved in life sciences accounts.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

Account Manager Tips

SEPTEMBER 29, 2020

1) Sales Intelligence: LinkedIn Sales Navigator (2) Appointment scheduling: Arrangr (3) Sales automation & engagement: Salesmate.io (4) Database: Airtable (5) Note taking: Milanote (6) Task Management: Todoist (7) Document Management: Bit.ai Table of Contents. (1) Conclusion. Click to Tweet. (1) Every single one of your clients is there.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

Arpedio

OCTOBER 11, 2021

Define the role of your KAMs or SAMs as leaders in your business SAMA offers a vital community to accelerate KAM programs It’s Strategic Account PlannING, not Account Plan Digital has permanently transformed the KAM role. The mindset shift from account plans to account planning is essential.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

ProlifIQ

JANUARY 31, 2023

The opportunity team in Salesforce typically consists opportunity team of a variety of different roles, such as sales reps, sales engineers, managers, and director/VP-level stakeholders. Each member usually has their own responsibilities that contribute to the progression and success of the sales cycle. For our company, that is Salesforce.

Stakeholders 52

Stakeholders CRM Meetings Sales 52

ProlifIQ

FEBRUARY 3, 2023

They shared how they’re structuring their teams, how their reps are being positioned to grow their largest accounts and the strategy they’re using to win more enterprise deals. Identifying The Right Accounts Account planning isn’t new, teams have done it for decades. Use CRM data to find the best accounts to grow.

Account Planning 52

Account Planning Stakeholders Decision-making Sales 52

ProlifIQ

FEBRUARY 14, 2023

Building plans for deals that are your average deal size or larger will help complement the investment in consistent evaluation of your team’s pipeline. When we think about an opportunity in CRM, most teams think of deals. But what about stakeholders? Per Gong, deals with 3 stakeholders or more win at a much higher rate.

Management 52

Management Prioritization Stakeholders CRM 52

Arpedio

DECEMBER 19, 2023

I am ready The role of technology in enhancing collaboration Modern businesses rely on technology for efficiency and effectiveness, and customer success and account management are no exceptions. These insights can guide account managers and customer success teams in tailoring their strategies to meet the unique needs of each client.

Account Management 52

Account Management Communication Management Artificial Intelligence 52

Arpedio

DECEMBER 19, 2023

I am ready The role of technology in enhancing collaboration Modern businesses rely on technology for efficiency and effectiveness, and customer success and account management are no exceptions. These insights can guide account managers and customer success teams in tailoring their strategies to meet the unique needs of each client.

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

ProlifIQ

FEBRUARY 13, 2023

This is especially critical when dealing with large accounts with the potential to upsell. Large accounts typically come with a large number of stakeholders the seller must engage, as well as technical obstacles and red tape to get past. This is where the account plan comes in handy.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. Many sellers engage in opportunity planning when they pose questions such as: What business problem are you trying to solve for the customer? Who are the stakeholders you need to engage with? What plan of action will keep the relationship healthy and profitable?

Account Management 128

Account Management Sales Account Planning CRM 128

Upland

NOVEMBER 27, 2023

At this phase, places as accessible as company websites and LinkedIn feeds are your friends, as well as data captured in your CRM. And as we’ll see in the coming chapter, mastering relationships is what will take your account planning to the next level. Who do they sell to? Why are they successful?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

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.

B2B 52

B2B Sales Decision-making CRM 52

ProlifIQ

FEBRUARY 23, 2023

This will give you insight into the other players you’ll want to connect with and primes them to understand your solution affects multiple functions/stakeholders. This puts you in a position to bring a distinct POV to those stakeholders you just uncovered. Typically, those purchases required multiple stakeholders to be involved.

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 52

ProlifIQ

NOVEMBER 15, 2022

It’s time to do some research, align with marketing, and build out that account in your CRM. This is the bare bones of a truly strategic account management process. Another way to look into your top accounts can be based on: Product usage. Expansion potential – document this in the account object ideally.

Account Management 52

Account Management Stakeholders CRM Key Account Management 52

Arpedio

OCTOBER 30, 2023

On a recent episode of the “Thoughts on Selling” podcast, host Lee Levitt sat down with Ulrik Monberg, CEO of ARPEDIO, to delve deep into the realm of account-based selling. In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 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. Regularly back up your account management software to prevent data loss in case of unexpected events.

Account Management 52

Account Management Software Software Management 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

Account Manager Tips

JULY 28, 2020

Chapters 00:00 Introduction 01:21 Why changing mindset towards account management was the biggest obstacle. 03:53 Why you need to keep account plans simple. 09:03 Account plans are the evidence of the value you create for your clients. 09:49 Should you share account plans with clients?

Account Management 130

Account Management Management Account Planning Organization 130

ProlifIQ

MAY 4, 2023

Operations, strategic account management teams, and sales should work together to analyze and identify the accounts that are most likely to spend more with your business. Are you documenting upsell potential in your CRM? This information can be obtained from the company’s CRM or sales process.

Stakeholders 52

Stakeholders Account Management CRM Key Account Management 52

ProlifIQ

OCTOBER 5, 2022

We believe that utilizing your CRM (in this instance, Salesforce) as a place to track important KPIs and more nuanced details around large accounts does a great deal to eliminating the “guessing game” sales forecasting is often associated with. This is especially useful when you have large deals with multiple stakeholders involved.

Stakeholders 52

Stakeholders CRM Leadership Sales 52

Arpedio

MARCH 26, 2024

Documenting Best Practices and Lessons Learned Case Studies: Document successful pre-sales engagements as case studies , highlighting key challenges, strategies, and outcomes to serve as learning resources for the pre-sales team. Utilizing Account-Based Selling Tools: Invest in account-based selling tools , such as ARPEDIO.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

ProlifIQ

FEBRUARY 27, 2023

It’s important to track the sentiment key stakeholders hold inside a key account. Try mapping out the key stakeholders inside a top account and tracking their sentiment. 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

Account Manager Tips

JULY 9, 2020

That way you won't miss any important requirements in your 90 day plan and ensure you use the right terminology rather than generic objectives and results. For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Arpedio

NOVEMBER 6, 2023

It involves creating tailored content, messaging, and solutions that speak directly to the unique pain points and goals of each target account. With the help of advanced customer relationship management (CRM) systems and marketing automation tools, businesses can achieve this level of personalization at scale. Superior together.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

Arpedio

NOVEMBER 7, 2022

The MEDDIC sales methodology is well-suited for enterprise sales organizations as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. And don’t forget to document your sales conversations. From MEDDIC to MEDDICC to MEDDPICC. Book a free demo.

e-Learning 52

e-Learning Decision-making B2B Sales 52

Arpedio

NOVEMBER 7, 2022

The MEDDIC sales methodology is well-suited for enterprise sales organizations as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. And don’t forget to document your sales conversations. From MEDDIC to MEDDICC to MEDDPICC. Book a free demo.

e-Learning 52

e-Learning Decision-making B2B Sales 52

SmartKarrot

APRIL 8, 2022

Develop & maintain Key Account Plans supported by regular onsite customer reviews. Ensure the CRM and all GfK systems are constantly updated and maintained. Assist in the development of best practices and help maintain clear documentation for all internal processes and customer training. Apply here: [link].

Customer Success 19

Customer Success Government Innovation Leadership 19

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Jenny 06:11.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SBI

JULY 21, 2020

Develop an account-based marketing plan that sales and marketing agree upon but, be agile to changing needs of key individual accounts. Account-based marketing plans will look to data to help formulate the accounts that are potentially soon to be in-market for your products. Don’t be distracted by this.

Sales 56

Sales Retail Marketing B2B 56

Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Most businesses today have turned to their CRMs for help to conduct intelligent and up-to-date White Space analyses. Make collaboration easier.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Most businesses today have turned to their CRMs for help to conduct intelligent and up-to-date White Space analyses. Make collaboration easier.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

SBI

MAY 8, 2012

The application also allows managers to redirect reports to other managers/stakeholders including Accounting for the final approval. Bloomfire gives your team fingertip-access to all the sales documents they need to spike sales fast — videos, presentations, selling tools , docs, spreadsheets, etc.

Account Strategy 33

Account Strategy Sales Finance Communication 33