Account Planning Customer Value Innovation Organization 
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.
Strategic Account Management Association
JULY 13, 2021
Disruption Leads to Innovation. Disruption, although most times unwelcome, gives way to innovation. Could the mother of creativity and innovation, in fact, be disruption? Drawing some positives from the past year, COVID-19 has accelerated and catalyzed several exciting aspects of the future work and organization design.
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SalesGlobe
FEBRUARY 11, 2021
When I hear the words “strategic account planning” in a meeting, I usually notice a range of involuntary visceral reactions, from understated moans to eye-rolls and furrowed brows. Nobody thinks of account planning as aspirational. Aspirational account planning revolves around how you think about and with the customer.
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. Thales recognized that this engagement from the top was essential for aligning the organization with the ABM vision.
Arpedio
JUNE 1, 2023
This recognition underscored the need for account managers to prioritize customer value and gain insights into individualized customer interactions, emphasizing the significance of maintaining strong relationships, linking transactions, and ensuring a superior customer experience. 30% of customers actually agree.
Cosawi
SEPTEMBER 13, 2021
They are accountable for aligning the organization to the business and strategic account planning processes, as well as connecting and aligning how the strategic accounts engage with the rest of the commercial teams in the markets and local affiliates. In short, the COE helps the SAM elevate his and her game.
Cosawi
FEBRUARY 27, 2023
Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus.
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