Upland
JANUARY 29, 2024
Sales productivity becomes even more difficult for complex B2B accounts with large buying groups and multiple divisions involved in the decision-making process. Why account planning is essential to boost sales productivity Account planning is the process of mapping out key aspects of a potential customer or account.
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?
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ProlifIQ
NOVEMBER 9, 2022
As a seller, this means you must also be consultative and understand not just your own product, but also the competitive landscape within each target account. This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.
Quip
SEPTEMBER 23, 2020
Take three documents our customer success and sales teams use to maintain the health of our clients — the Account Plan, Win Room, and Customer Collaboration — and migrate them to Quip Documents. Quip allowed us to reduce three documents into a single document — our Strategic Account Plan. Pilot Goal.
Upland
JANUARY 26, 2023
In an account-based selling approach, the differentiation between teams like customer success, sales and marketing is less distinct. Account-based selling is not a small investment. The odds of surface-level account information being enough to sway an entire buying committee are slim if not impossible.
ProlifIQ
FEBRUARY 8, 2023
QBRs and Salespeople: The Key to True Customer Success and Growth There are certain truths to life that cannot be disputed. A quarterly business review is typically an event that takes place over the span of a few days to a week where sellers and a customer success manager come together to align on all of their key accounts.
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. 4) Align Your Approach to Your Customer’s Goals with Strategy Maps.
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