Strategic Account Management Association

JULY 13, 2021

When we see the investment that some companies are making in pivoting their engagement model to be more strategic, customer-centric and value enabling, we are always surprised to see the enabling functions still focus on supporting the more transactional model which is based on the number of interactions as the metric.

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Account Management Innovation Co-Creation Organization 591

Arpedio

JANUARY 9, 2024

Let’s delve into why these measurement tools are pivotal for driving success in account management : Strategic Decision-Making: Metrics and KPIs provide a data-driven foundation for strategic decision-making. This, in turn, informs strategic decisions that are aligned with customer needs and business goals.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

MARCH 18, 2024

Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth. Account mapping emerges as a cornerstone strategy to navigate the intricate decision-making structures within these businesses.

B2B 52

B2B Stakeholders Sales Decision-making 52

Arpedio

MAY 31, 2024

The Preferred Account-Based Selling Platform Our platform provides visual org charts, stakeholder relationship heat maps, up-to-date account plans, recommended next-best actions, accurate weighted pipelines, and white space analysis. Let’s dive in. Technology plays a pivotal role in enabling and streamlining these processes.

Leadership 52

Leadership Account Management Facilitation Innovation 52

DemandFarm

AUGUST 31, 2023

Addressing Challenges in Account Planning and Governance Organizations frequently struggle with account planning and governance – a crucial process that requires strategic plans for customer account management. There is a need for a cohesive approach to account planning.

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Key Account Management Account Management Customer Success Management 52

DemandFarm

MAY 9, 2024

Imagine you’re a key account manager at a multinational corporation. Your day-to-day involves navigating complex client organizations, each with its own layered hierarchy and network of decision-makers. Keeping track of who influences which decisions and understanding the power dynamics within these organizations.

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Key Account Management Account Management CRM Client Relationships 52

ProlifIQ

FEBRUARY 23, 2023

Generally, decision-makers aren’t aware of specific challenges and it’s helpful to bring fresh perspectives and input. This is great feedback to gather from individual contributors and bring with you to decision-makers. Keys to Success: Make sure to explain why you’re asking this question.

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Stakeholders Account Planning Decision-making Facilitation 52

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

Arpedio

MARCH 31, 2023

By carefully selecting and deploying the right technology, repetitive tasks can be automated, data and activity can be captured, and decision-making can be improved. Why Invest in Account-Based Selling (ABS) Technologies? These platforms streamline account planning processes to increase rep efficiency.

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

Arpedio

MARCH 8, 2024

Relationship Management inside of Salesforce ARPEDIO’s Relationship Mapping solution , integrated with Salesforce, facilitates enhanced stakeholder relationship management. Its use of AI and dynamic org charts aids in making data-driven decisions and visualizing connections, enhancing relationship building and management in Salesforce.

Management 52

Management Stakeholders Facilitation Innovation 52

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

DemandFarm

APRIL 28, 2023

Read Ebook: The Future of AI-Assisted Account Planning The AI Advantage: Key Benefits for sales enablement As we explore the remarkable impact of AI on sales enablement, it’s crucial to recognize the main advantages that artificial intelligence offers. Read Whitepaper: The Impact of Digital Key Account Management on Sales Enablement 2.

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Artificial Intelligence Key Account Management Decision-making Account Management 52

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.

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Co-Creation Account Planning Artificial Intelligence Leadership 52

OnStrategyHQ

DECEMBER 20, 2023

To kick this process off, we recommend 1-2 weeks (1-hour meeting with the Owner/CEO, Strategy Director, and Facilitator (if necessary) to discuss the information collected and direction for continued planning.) Questions to Ask: Who is on your Planning Team? You need some of the key individuals and decision makers for this team.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Arpedio

JANUARY 4, 2024

Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency. Understanding the Fundamentals of Account Mapping The concept of account mapping basics may seem daunting at first, but it is essential for strategic account planning and overall sales enablement.

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B2B Sales Decision-making CRM 52

Cosawi

FEBRUARY 27, 2023

As part of our customer buying journey mapping work, we have delved deeper not only into where the customer is headed, but what their state or mindset is at each given step as they progress on their decision making. At another point, decision remorse may be setting in. awareness marketing”) packaged as account-based marketing.

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Marketing Suppliers Investors Account Planning 52

DemandFarm

MAY 22, 2023

The Role of Digital Key Account Management in Sales and Account Management Digital Key Account Management (DKAM) refers to the integration of digital tools and strategies into the traditional account management process. Key Account Managers: Seamless communication for tailored solutions.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Arpedio

FEBRUARY 20, 2024

It entails understanding customers’ identities, communication preferences, priorities, buying criteria, decision-making processes, and more. Transparency is facilitated through data, underscoring the critical importance of CRM and ABS technologies when employing an account-based approach. AI is about trust.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Arpedio

OCTOBER 24, 2023

Join us on a journey that unravels the art of strategic decision-making, one SWOT quadrant at a time. In the ever-evolving landscape of business and decision-making, staying ahead of the curve requires a strategic approach. It’s a crucial step in decision-making and steering a business. Let’s dive in.

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Decision-making Account Management Prioritization Software 52

Arpedio

JUNE 15, 2023

From powerful CRM integrations to advanced analytics and automation tools, we’ll uncover the key components of account-based selling technologies that can transform your sales process. Below, we have listed some of the most common technologies that support account-based selling.

Artificial Intelligence 52

Artificial Intelligence Prioritization Decision-making Advertising 52

Arpedio

OCTOBER 17, 2023

Role-specific assessments: Use role-specific assessments or case studies to evaluate a candidate’s ability to manage accounts, make strategic decisions, and communicate effectively. Professional development opportunities: Offer opportunities for career advancement and personal growth, making the workplace more rewarding.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. Facilitate a discussion to get perspectives you may not have considered. The Sales Systems.

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Sales Prioritization Sales Analytics Sales Training 130

ProlifIQ

AUGUST 17, 2023

Here’s why: Increased Visibility and Understanding of Customer Needs: Engaging with different stakeholders provides a comprehensive view of customers’ pain points and business objectives, facilitating better alignment of products or services. Account planning will lead to new opportunities and eventually account growth.

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

Arpedio

MAY 26, 2023

Tailoring your communication style to match the preferences of your counterparts enhances understanding and facilitates smoother interactions. These visualizations provide valuable insights into key influencers, knowledge gaps, and emerging opportunities , empowering users to make informed decisions and strategically navigate their network.

Management 52

Management Stakeholders Prioritization Software 52

Arpedio

NOVEMBER 6, 2023

At its core, sales automation software is a digital solution designed to streamline and simplify the myriad tasks that make up the sales process. Too much automation can make customer service feel impersonal and transactional. Account Management Build powerful account plans in Salesforce. Superior together.

Software 52

Software Software Sales Artificial Intelligence 52

Hubspot Sales

MAY 29, 2019

Mixmax makes email scheduling easy. Not only does this facilitate the conversion in outbound outreach campaigns, but it also cuts excess friction in all communication points that leads to a meeting.". Price: Basic and account plans are free, premium plans are $20/year. Salesforce auto-create features. Sales dialer.

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Meetings Artificial Intelligence Facilitation CRM 134

Cosawi

DECEMBER 28, 2021

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Account Management Skills

MARCH 20, 2023

Because, again, you are being asked to do two very distinct things, which are very different and almost individually, both of them take up so much time, requires so much attention and requires very different elements of view, that sometimes it is virtually impossible to manage the two of them and have that equilibrium and make them both work.

Digitalization 52

Digitalization Account Management Decision-making Management 52

SmartKarrot

DECEMBER 30, 2020

Develop and implement strategic customer account plans to accommodate corporate goals. Review and make recommendations on geographic market data to identify growth opportunities. Collaborate closely with Marketing to develop and execute a winning marketing plan and customer-marketing strategy.

Customer Success 10

Customer Success Energy and Utilities Negotiation Facilitation 10

SmartKarrot

JUNE 1, 2021

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. Supporting and facilitating the customer’s adoption of the Gravity platform, features, and functionalities.

Customer Success 10

Customer Success Supply Chain Finance Facilitation 10

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. Are there metrics in place to facilitate cross functional working?

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

SmartKarrot

OCTOBER 1, 2022

Sustain ongoing, detail-oriented relationship management with client decision makers including C-suite executives. Hold accountability for overall customer delivery and execution against contractual obligations, growth and renewal. Help facilitate change management between self and managed service.

Customer Success 3

Customer Success Logistics Client Onboarding Onboarding 3