Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. It’s putting their needs ahead of the sale to form long-term relationships. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Upland

MARCH 23, 2023

Who makes the final decision? While at first, these questions might appear distinct, at heart they are all asking the same thing – how effectively has the team been able to build relationships in the account? Ultimately, the challenge of sandbagging is that of unreliable sales forecasts. Who are we talking to?

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. In fact, according to Forrester, in-person, face-to-face sales are back on the rise. In modern sales deals, it’s relationships that matter.

CRM 195

CRM Management Stakeholders Decision-making 195

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. 1) Figure Out Who Matters with Relationship Maps.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SalesGlobe

NOVEMBER 10, 2023

Why is it that as much as your salespeople are engaging and educating their prospective and current buyers, there is a long wait time filled with impeding factors (I’m sure you can think of many right now in your business) that is slowing down the decision to finalize a purchase. Some new discovery is needed at this point.

Sales 52

Sales Account Planning B2C Organization 52

Arpedio

MARCH 27, 2023

The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. And for this, MEDDIC is ideally suited as a sales qualification process.

Sales 52

Sales Account Management e-Learning Decision-making 52