Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

ProlifIQ

JUNE 12, 2024

Stakeholders: Understanding “who is who” and the footprint of an account. This will determine how you leverage your team for communication with different stakeholders across the organization. Planning in Key Account Management Grab our template on account planning! Also, areas for quick wins!

Key Account Management 52

Key Account Management Account Planning Stakeholders Account Management 52

Louise Collins Associates

JULY 20, 2017

What makes an account plan great? For me, a great account plan is something that tells the account story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles. A great account plan should present a clear story.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. Your key accounts are your most desired customers.

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Key Account Management Account Management Management Account Planning 195

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create contact plans to keep in touch with key stakeholders in your company and your client's. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Be transparent and accountable for purchasing decisions.

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Suppliers Shareholders Stakeholders Decision-making 246

DemandFarm

MARCH 31, 2023

Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges. One of the primary challenges that organizations face is carving out time to document things in the tool. They are no longer efficient and just don’t cut it anymore.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

ProlifIQ

JUNE 21, 2023

This alignment helps in driving sustainable growth and ensuring the overall success of the strategic account management program. Account plans are instrumental in managing and retaining strategic accounts. Which key stakeholders are your “champions” and will help you retain the account, or even grow it?

Account Management 52

Account Management Management Account Planning Stakeholders 52

Upland

NOVEMBER 27, 2023

What’s putting the squeeze on your customer’s key decision-makers? Make sure the one you’re ready to help with is a member of the cho- sen few. Once you know where to focus, it’s all about leaning into the natural curiosity that makes sellers good at what they do. What’s driving that business to make decisions?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

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

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. Keys to Success: Make sure to explain why you’re asking this question.

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 52

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.

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Account Planning CRM Account Management Decision-making 520

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. You can check out the replay here.

Account Planning 52

Account Planning Stakeholders Decision-making Sales 52

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

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.

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Stakeholders Sales Decision-making Internet 195

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account Management 81

Account Management Management Stakeholders Profitability 81

SBI

JULY 1, 2020

The Revegy Customer Optimization Wheel outlines the common practices we have identified that make leading companies successful at securing bigger deals over shorter sales cycles with more predictability. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. This requires collaboration and a well-documented account plan. . Account Visibility = Agility. Being multi-threaded is no longer a ‘nice to have.’

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. Incorporating defined processes can make it easier to measure, manage, and coach salespeople. Is this individual the appropriate decision-maker for this purchase? Who are the stakeholders you need to engage with? To others, it means weekly call patterns.

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Account Management Sales Account Planning CRM 128

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. Data-driven decision-making is key to maximizing the effectiveness of account management efforts.

Account Management 52

Account Management Software Software Management 52

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

Sales Latitude

JUNE 29, 2017

And, the long game requires you to do many different things, which at times may seem counterintuitive to making your annual quota. Most top performers create a calling rotation plan to ensure they regularly stay in touch with key stakeholders (weekly, monthly, quarterly or annually). Make or Exceed your Quota.

Stakeholders 74

Stakeholders Sales Decision-making Management 74

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? What is White Space Analysis? Are there any pre-existing relationships between the teams?

Stakeholders 52

Stakeholders Account Management CRM Key Account Management 52

Arpedio

MARCH 26, 2024

It is the crucial period during which potential leads are identified, qualified, and nurtured before they are ready to make a purchasing decision. Education: Provide valuable insights, information, and resources that help potential customers make informed decisions and understand the benefits of the proposed solution.

Value Proposition 52

Value Proposition Prioritization Sales Organization 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. Who are the financial decision makers? Decision Criteria. Decision Process. Identify Pain.

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. Who are the financial decision makers? Decision Criteria. Decision Process. Identify Pain.

e-Learning 52

e-Learning Decision-making B2B Sales 52

Arpedio

JANUARY 26, 2022

There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. It serves as a great KAM (Key Account Management) tool as it gives KAMs, Sales reps, as well as Management the insights to make the right strategic decisions on how to move forward and keep growing key accounts.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. It serves as a great KAM (Key Account Management) tool as it gives KAMs, Sales reps, as well as Management the insights to make the right strategic decisions on how to move forward and keep growing key accounts.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Account Management Skills

AUGUST 24, 2021

With the account management world, you do it based on the commitments you’re making to your customers. But it’s a very similar dynamic, I’m still creating a plan. I’m working toward that plan. I’m updating internal and external stakeholders, and all that sort of stuff.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Quip

NOVEMBER 17, 2020

Companies are placing special importance on sales teams’ operational efficiency, data-driven decision-making, and collaboration. But what about really complex processes like – account planning, close plans, and account transitions. Account transitions. Territory plans. Mutual success plans.

Stakeholders 52

Stakeholders Account Planning Decision-making Sales 52

Upland

MAY 5, 2023

It means being brought into the inner-circle, being there when the big questions are asked, and the big decisions are made. I’m here to talk about you.’” At first, the customer wasn’t sure what to make of his new persona. Inertia is, after all, one of the strongest forces in the universe. And he always came prepared. “It

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space. Dashboards make this data easily accessible and actionable.

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 Ask your clients to bookmark the page in case they want to make an appointment with you.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

SmartKarrot

JUNE 1, 2021

Building strategic relationships across multiple stakeholders across the clients to ensure alignment with business goals. Ensure that all customer requirements are taken in account from Open to Close and provide all means to secure them during projects. Assist the Project Manager on animation and decision making.

Customer Success 10

Customer Success Supply Chain Finance Facilitation 10

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

ProlifIQ

FEBRUARY 14, 2023

But what about stakeholders? A large part of that is documenting the buying path, leveraging your internal supporters, and more. With a full view of their funnel, teams can make smarter decisions about how to move forward and maximize potential gains. When we think about an opportunity in CRM, most teams think of deals.

Management 52

Management Prioritization Stakeholders CRM 52

Account Manager Tips

JULY 9, 2020

A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. You never get a second chance to make a first impression. A 90 day plan will make sure you get the kind of results that leave no doubt in anyone's mind they made the right decision to hire you.

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Account Management Management Key Account Management Stakeholders 130