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.
Account Manager Tips
JULY 6, 2022
You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. Bring the wider organization into your value co-creation mission. By the way, check out my interview with Phil in which he shares the 12 Tenets of Account Management.
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Cosawi
JANUARY 29, 2024
In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. The goal is to demonstrate how Thales’s solutions not only meet but exceed the customer’s expectations.
Cosawi
FEBRUARY 27, 2023
The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. Taking this approach optimizes the engagement between the strategic account manager and marketing in this co-orchestration of the account plan.
SBI
DECEMBER 9, 2019
Account Planning. Revegy, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar.
SBI
JANUARY 31, 2020
Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes. Account Planning. Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar.
SBI
FEBRUARY 19, 2020
Hear Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering silos. Account Planning. Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar.
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