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

ProlifIQ

APRIL 8, 2021

Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . Here, we’ll talk about how an account planning strategy can help you shorten your selling cycle and close major deals even faster than before. A higher number of stakeholders.

Account Planning 91

Account Planning Key Account Management Decision-making Account Management 91

Revegy

JANUARY 18, 2021

How Does CRM Tackle the Relationship and What’s Missing? CRM has been around for 30 years – it started as a combination of 3 different types of technology – marketing automation, sales force automation, and customer support. However, CRM is not tackling the relationship piece as it should.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Arpedio

FEBRUARY 20, 2024

Navigating Account-Based Selling: CRM, AI and Customer Understanding Explore the ARPEDIO platform ← Back to blog When it comes to B2B sales, companies often find themselves wrestling with a myriad of challenges, from a lack of prospecting skills to navigating lengthy sales cycles. AI is about trust.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

ProlifIQ

APRIL 8, 2021

Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . Here, we’ll talk about how an account planning strategy can help you shorten your selling cycle and close major deals even faster than before. A higher number of stakeholders.

Account Planning 52

Account Planning Key Account Management Decision-making Account Management 52

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. But the relationship comes first.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

ProlifIQ

JUNE 29, 2020

Financial services and account planning go together like peanut butter and jelly, like bacon and eggs, or like a burger and fries. Here are 8 reasons financial services companies need account planning. . It’s crucial for financial services reps to keep track of everyone within a key account. Org Charts. Org Charts.

Financial Services 52

Financial Services Account Planning Key Account Management Account Management 52

ProlifIQ

JUNE 29, 2020

Financial services and account planning go together like peanut butter and jelly, like bacon and eggs, or like a burger and fries. Here are 8 reasons financial services companies need account planning. . It’s crucial for financial services reps to keep track of everyone within a key account. Org Charts. Org Charts.

Financial Services 52

Financial Services Account Planning Key Account Management Account Management 52

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 14, 2021

A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools. A Generic Complex Mega-Strategic Account.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

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

APRIL 3, 2023

Sector Computer Software Website www.eagleeye.com Solutions used ARPEDIO Account Management & Relationship Mapping ← Back to case studies The Challenges Eagle Eye faced challenges with low adoption, duplicate work, neglected tasks, and critical information scattered all over the place – all due to tools and data that lived outside their CRM.

Onboarding 52

Onboarding Account Management Stakeholders Account Planning 52

Revegy

JULY 17, 2018

Are your account plans helping your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients. 1) Figure Out Who Matters with Relationship Maps.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

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

Arpedio

JUNE 20, 2023

Embark on an enlightening journey to discover how ARPEDIO’s comprehensive platform facilitated quantification and visualization of critical client information, transforming the Customer Success and Sales departments into a collaborative force. Assess client health based on their own customized best practices. Superior together.

Customer Success 52

Customer Success Account Management Facilitation Stakeholders 52

DemandFarm

MAY 9, 2024

For key account managers, org chart software is particularly valuable. It can be used to map out the structure of a client organization, identifying key stakeholders and the relationships between them. Customizable Views: Tailor views to display relevant information such as contact details, sales opportunities, and more.

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

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. All of these little pieces of information add up to something big.” In centralizing the output of everyone’s communications, Billy says, you’ll get where you want to go more quickly. Who do they sell to?

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. Why does account mapping matter so much for sales teams?

B2B 52

B2B Sales Decision-making CRM 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. Both are tools and steps the salesperson uses to get deals across the finish line.

Account Planning 52

Account Planning Onboarding Sales Customer Success 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. This enables more informed interactions and ensures that everyone is on the same page when engaging with clients. Let's talk!

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. This enables more informed interactions and ensures that everyone is on the same page when engaging with clients. Let's talk!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

Arpedio

APRIL 30, 2024

One effective technique for analyzing existing accounts is to delve into customer data. By gathering and evaluating information such as purchase history, preferences, and demographics, you can gain a deeper understanding of your clients’ needs and behavior patterns.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 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

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

NOVEMBER 15, 2022

Did recent economic news negatively impact that account? 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. Don’t know?

Account Management 52

Account Management Stakeholders CRM Key Account Management 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

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

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. In stakeholder mapping, you need to: Define stakeholder goals: what are their biggest priorities? You need to understand the entire account landscape.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

ProlifIQ

JANUARY 31, 2023

Salesforce Opportunity Teams: Opportunity teams, new-logo teams, or however you identify the people responsible for winning new or expansion business in Salesforce are powerful features that allow sales reps to collaborate and share information about sales opportunities. You can see our step-by-step guide here.

Stakeholders 52

Stakeholders CRM Meetings Sales 52

Arpedio

APRIL 27, 2023

Customers are more informed and have higher expectations, and sales cycles are becoming longer and more complex. So creating a content and messaging framework that is tailored to the needs of the sales team, and providing them with the tools and information they need to engage with customers effectively is extremely important.

Sales 52

Sales Software Software Sales Training 52

Account Manager Tips

NOVEMBER 16, 2022

Create a relationship map and contact plan A relationship map collects information about your key contacts, how they feel about you, their business drivers, how frequently you should stay in touch and so much more. Share the load You don't have to be the only one in your organization communicating with key stakeholders.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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. These powerful tools offer a centralized platform that simplifies a wide range of tasks.

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

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

ProlifIQ

FEBRUARY 27, 2023

Part of B2B account management involves something called white-space analysis , where sellers visualize the different divisions of a top account to see which part of the customer business could benefit from more licenses or a separate product of yours.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Arpedio

APRIL 15, 2024

By providing sales professionals with the right information at the right time, sales enablement empowers them to deliver value-driven solutions that address customer needs. One of the key benefits of sales enablement is its ability to align marketing and sales efforts. FAQ What is sales enablement?

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

DemandFarm

MAY 25, 2023

If you need information, I’m afraid you’re going to have to start from scratch!” Everything to do with our dealings has been carefully recorded and stored in our Customer Relationship Management (CRM) system. Here, let me show you how it works so you can extract the data and information you need to service this account.”

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52