ProlifIQ

MAY 17, 2024

Can team members easily understand the various roles stakeholders have when they look into an account? Mapping out accounts makes team selling much easier, and enables the entire GTM team to surround, expand, and grow an account. There are often multiple key decision-makers involved in life sciences accounts.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

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. Have you understood all the stakeholders involved?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. A request for proposal (RFP) is a document clients create that defines their requirements for the provision of goods and services. GRAHAM Different stakeholders will value different things. Improve communication.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ProlifIQ

FEBRUARY 13, 2023

This is especially critical when dealing with large accounts with the potential to upsell. Large accounts typically come with a large number of stakeholders the seller must engage, as well as technical obstacles and red tape to get past. This is where the account plan comes in handy.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

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.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Account Manager Tips

JULY 9, 2020

That way you won't miss any important requirements in your 90 day plan and ensure you use the right terminology rather than generic objectives and results. For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

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