Strategic Account Management Association

OCTOBER 26, 2021

Strategic account management is a team sport, and the sponsor needs to help to facilitate this team mindset. Beyond creating a COE and rethinking executive sponsorship, it is time to bring back Marketing in a co-orchestrator role as account-based marketing (ABM) to help accelerate the strategic account management journey.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Arpedio

FEBRUARY 2, 2024

Hyper-Personalized Approach By utilizing ABS to target specific high-value accounts, businesses can customize their messaging and offerings to address the unique needs and pain points of individual clients. Enhanced Collaboration Across Teams ABS encourages seamless collaboration between sales, marketing, and customer success teams.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Arpedio

DECEMBER 19, 2023

Account managers are responsible for understanding the client’s needs, ensuring their satisfaction, and identifying opportunities for upselling or cross-selling. They act as the bridge between the client and the company, facilitating communication and problem-solving. Check out ARPEDIO’s Account Management solution here.

Account Management 52

Account Management Communication Management Artificial Intelligence 52

Arpedio

DECEMBER 19, 2023

Account managers are responsible for understanding the client’s needs, ensuring their satisfaction, and identifying opportunities for upselling or cross-selling. They act as the bridge between the client and the company, facilitating communication and problem-solving. Check out ARPEDIO’s Account Management solution here.

Account Management 52

Account Management Customer Success Management Artificial Intelligence 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

Arpedio

MARCH 8, 2024

Companies at the forefront understand that strategic alliances and collaboration in business transcend mere transactional interactions, creating a tapestry of synergy and interdependence that propels innovation and market presence. Active listening facilitates a deeper connection that can foster trust and respect. Superior together.

Management 52

Management Stakeholders Facilitation Innovation 52

Account Manager Tips

JULY 28, 2020

Chapters 00:00 Introduction 01:21 Why changing mindset towards account management was the biggest obstacle. 03:53 Why you need to keep account plans simple. 09:03 Account plans are the evidence of the value you create for your clients. 09:49 Should you share account plans with clients?

Account Management 130

Account Management Management Account Planning Organization 130

DemandFarm

AUGUST 31, 2023

A McKinsey study reported that upselling and cross-selling can increase marketing ROI by nearly 30% and overall sales by approximately 20%. One significant trend is Account-Based Marketing (ABM). Masterclass by Forrester Principal Analyst Anthony McPartlin: Why companies fail with key account management?

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

Arpedio

JANUARY 9, 2024

Regularly monitoring metrics enables Account Managers to adapt and improve their strategies continuously. Whether it’s refining communication methods, optimizing service delivery, or enhancing product features, a commitment to improvement is facilitated by a keen understanding of key metrics. Try ARPEDIO's Account Planning tool.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Revegy

JANUARY 18, 2021

CRM has been around for 30 years – it started as a combination of 3 different types of technology – marketing automation, sales force automation, and customer support. Sales reps generally enter their accounts into the CRM, which include a list of people, contact information, and maybe some notes and emails.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Arpedio

MARCH 18, 2024

It lays the groundwork for sales pitches that resonate with the real needs and structures of businesses, thus ensuring that marketing efforts hit the mark every single time. The Basics of Account Mapping At its core, account mapping facilitates a detailed understanding of a client’s organizational structure.

B2B 52

B2B Stakeholders Sales Decision-making 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? The best strategic plans address your strategic issues head-on.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

SBI

JULY 1, 2020

Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Collaborate Beyond Sales.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

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. Account Management Build powerful account plans in Salesforce. Superior together.

Account Management 52

Account Management Software Software Management 52

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

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

B2B 52

B2B Sales Decision-making CRM 52

DemandFarm

MAY 22, 2023

To achieve this, they devise and implement sales strategies tailored to their target market. By fostering long-term relationships, Key Account Managers ensure a steady flow of revenue and increase the client’s lifetime value. Collaboration Sales Managers: Work closely with marketing, product development, and customer support.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

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.

Artificial Intelligence 52

Artificial Intelligence Key Account Management Decision-making Account Management 52

Arpedio

OCTOBER 17, 2023

Implement technology and tools Leverage technology and tools that facilitate account management. Effective account management often requires input and support from sales, marketing, and customer support teams. Read more about aligning sales and marketing here. Superior together. Enhance forecast accuracy.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Arpedio

JUNE 15, 2023

Moreover, we’ll address the common challenges faced by sales teams and demonstrate how account-based selling technologies can provide effective solutions to overcome them. Sales Engagement Platforms : These platforms facilitate personalized and targeted communication with key decision-makers within target accounts.

Artificial Intelligence 52

Artificial Intelligence Prioritization Decision-making Advertising 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. This is the market you serve and your ICP (ideal customer profile). Use your best judgment.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. Effective account management techniques are critical for businesses of all sizes and industries.

Account Management 52

Account Management Management Prioritization Client Relationships 52

OnStrategyHQ

MAY 18, 2021

The “Financial” perspective indicates whether the company’s strategy, implementation, and execution are contributing to top and bottom line improvement include the following: Cash flow, Sales growth, Market share, and ROE. This driver deals primarily with gaining and growing customers and market share.

Organization 96

Organization Facilitation Small Business Marketing 96

Arpedio

OCTOBER 24, 2023

These might be emerging markets, new technologies, or trends that could help you reach your destination faster. It encourages you to explore new markets, products, or strategies that you may have otherwise overlooked. To facilitate this, ask questions like: What do we do exceptionally well?

Decision-making 52

Decision-making Account Management Prioritization Software 52

SmartKarrot

MAY 18, 2022

Collect product feedback and influence the product roadmap and go-to-market strategy. Managing a small number of key accounts, guiding them to success, renewal, and growth. Develop & maintain Key Account Plans supported by regular onsite customer reviews. Identify and mitigate risk in customer accounts.

Customer Success 19

Customer Success Customer Life Cycle Account Planning Client Relationships 19

CoSell

SEPTEMBER 18, 2020

He or she worked with a facilitative approach to enable, motivate, and train partners. Classically, the channel manager focused on sales account planning with partners. Doing this, you can shape a new market, boost team performance, and realize significant revenue potential.

Management 52

Management Finance Business Planning Facilitation 52

Arpedio

MAY 26, 2023

Tailoring your communication style to match the preferences of your counterparts enhances understanding and facilitates smoother interactions. By prioritizing relationship management, you can forge long-lasting connections that lead to beneficial outcomes for all parties involved. Communication lies at the heart of relationship management.

Management 52

Management Stakeholders Prioritization Software 52

SmartKarrot

FEBRUARY 17, 2023

Customer testimonials and success stories are used in marketing and new sales to demonstrate the value of the client’s solution. Drive the procedures and results of strategic account planning. Assist marketing in developing and implementing customer communication initiatives, such as new feature launches.

Customer Success 19

Customer Success Leadership Facilitation Account Planning 19

SmartKarrot

FEBRUARY 17, 2023

Customer testimonials and success stories are used in marketing and new sales to demonstrate the value of the client’s solution. Drive the procedures and results of strategic account planning. Assist marketing in developing and implementing customer communication initiatives, such as new feature launches.

Customer Success 19

Customer Success Leadership Facilitation Account Planning 19

SmartKarrot

SEPTEMBER 5, 2022

Day-to-day management and development of the team and facilitate sharing or information and knowledge transfer. Collaborate with sales and marketing to drive case studies and customer references. Proactively identify risk and work with account team to develop and execute risk mitigation plans.

Customer Success 19

Customer Success Onboarding Prioritization Facilitation 19

Arpedio

NOVEMBER 6, 2023

Targeted lead segmentation: Software capabilities allow for advanced segmentation of leads for highly personalized marketing campaigns , increasing the chances of successful conversions. Adequate training can facilitate smoother transitions, and reliable support ensures issues are resolved promptly, maintaining operational continuity.

Software 52

Software Software Sales Artificial Intelligence 52

Hubspot Sales

MAY 29, 2019

If you're in sales or marketing, I'm willing to bet you answered 'no' to that question. Price: Tiered pricing, from free to $69/year depending on the plan. Doodle is arguably the best scheduler available for smartphones on the market. Price: Basic and account plans are free, premium plans are $20/year.

Meetings 134

Meetings Artificial Intelligence Facilitation CRM 134

SmartKarrot

NOVEMBER 30, 2022

Establish and nurture relationships with key contacts in critical fleet accounts and coordinate the involvement of internal groups, including sales, marketing, and channel management, to address concerns and meet fleet expectations. Prepare regular account plans with key objectives using key account metrics.

Customer Success 19

Customer Success Onboarding Facilitation Account Planning 19

SmartKarrot

MARCH 30, 2023

Role: Senior Customer Success Manager Location: United States (Remote) Organization: Talentify.io As a Senior Customer Success Manager you’ll be focusing on a certain set of accounts and fostering and sustaining relationships with important stakeholders.

Customer Success 19

Customer Success Advertising eCommerce Stakeholders 19

SmartKarrot

JANUARY 27, 2022

Provide feedback to the product, sales, marketing, and executive team to ensure the client voice is present. Working in conjunction with team members, develop and mentor customers through their roadmap and account plan. Preserve high renewal rates and partner with Account Management to upsell new services.

Customer Success 19

Customer Success Stakeholders Account Growth Facilitation 19

Cosawi

DECEMBER 28, 2021

Strategic account management is a team sport, and the sponsor needs to help to facilitate this team mindset. . Recently, a client, who is a corporate executive, mentioned to me that he could sponsor eight to 10 accounts. Stay informed on the account through an established strategic account process.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

SBI

JANUARY 29, 2020

Allego , provider of the market-leading learning and readiness platform for sales and other teams, today announced its latest release, which delivers a groundbreaking approach to employee development. Account Planning. Account Planning. Account Planning. Andre Black, VP of Products at Allego.

Account Planning 26

Account Planning Sales Digital Transformation Stakeholders 26