Strategic Account Management Association

AUGUST 6, 2021

Sales Enablement: works alongside the client business partners, the customer service group and operations teams to define the right solutions that cater to the customer’s requirements and introduce technology and innovation to the portfolio of our offering. We also introduced a series of new processes that are currently building to maturity.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 52

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. The organization as a whole simply didn’t have the full insight potential it desired into its customers and stakeholders.

Stakeholders 52

Stakeholders Account Planning Account Management B2B 52

Upland

JANUARY 26, 2023

Technological innovations, digitalization and workstyle evolutions that were being signaled years ago have today come to fruition. As mentioned above, these types of customers tend to have the largest number of stakeholders involved in a buying decision, so a multi-pronged approach where an entire team supports a seller is important.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Arpedio

JANUARY 30, 2024

Book demo Sara Gynnerstedt, Account Manager +45 31 52 94 63 sara@arpedio.com linkedin.com/in/sara-gynnerstedt/ Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Key Account Management 52

Key Account Management Account Management Management Innovation 52

Arpedio

APRIL 3, 2023

Sector Computer Software Website www.eagleeye.com Solutions used ARPEDIO Account Management & Relationship Mapping ← Back to case studies The Challenges Eagle Eye faced challenges with low adoption, duplicate work, neglected tasks, and critical information scattered all over the place – all due to tools and data that lived outside their CRM.

Onboarding 52

Onboarding Account Management Stakeholders Account Planning 52

Arpedio

MAY 10, 2023

. ” The report provides sales and sales operations leaders with valuable insights into the diverse set of vendors in the rapidly evolving account-based selling technologies market. ARPEDIO’s innovative solutions align with the market definition and key capabilities outlined in the report. Superior together.

Account Planning 52

Account Planning Innovation Stakeholders Government 52

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

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. Moreover, robust stakeholder engagement serves as the drumbeat of mutual advancement. Superior together.

Management 52

Management Stakeholders Facilitation Innovation 52

Account Manager Tips

JULY 6, 2022

Knowledge sharing and openness to generate innovative collaboration Knowledge as socially generated, maintained, and shared in peer-to-peer communities. You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. Clarify roles and tasks.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

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

KAM With Passion

FEBRUARY 8, 2021

Are you in charge of a true Key Account Management initiative? By “true”, KAM initiative, I mean a programme that aiming at accelerating innovation and growth with a few carefully selected customers. A strong KAM initiative is always built on the following 3 Pillars: KAM infrastructure , Key Account Teams and Key Account Plans.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

DemandFarm

JULY 14, 2023

We are proud to be part of the account-based selling technology landscape and look forward to continuing to innovate and deliver value to our customers.” Forrester’s report highlights the popularity and increasing importance of account-based selling (ABS) in recent years.

Artificial Intelligence 52

Artificial Intelligence Account Planning Government Stakeholders 52

Arpedio

NOVEMBER 20, 2023

Book demo Jeppe Tølløse, Head of Sales Scandinavia +45 40 98 52 60 jeppe@arpedio.com linkedin.com/in/jeppetollose Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Innovation 52

Innovation CRM Account Planning Stakeholders 52

Arpedio

FEBRUARY 26, 2024

Mia Funch Bjerregaard, Business Operations Manager +45 40 50 00 36 mia@arpedio.com linkedin.com/in/miafunchbjerregaard/ Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. 1 Account-Based Selling Platform Powerful alone. . #1 Superior together.

B2B 52

B2B Innovation Sales Training Account Planning 52

Arpedio

JUNE 20, 2023

ARPEDIO Account Management ARPEDIO Relationship Mapping Solutions Used ARPEDIO Account Management ARPEDIO Relationship Mapping The Results 0 % agree that the implementation of ARPEDIO has resulted in a substantial increase in the availability of information across departments, and time spent searching for information has decreased.

Customer Success 52

Customer Success Account Management Facilitation Stakeholders 52

Arpedio

FEBRUARY 2, 2024

When these departments align their efforts towards a common set of accounts, communication becomes more streamlined, leading to a cohesive and unified customer experience. Streamline account planning and foster collaboration with ARPEDIO’s Account Management tool 3. Try ARPEDIO's Account-Based Selling Platform!

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 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. 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

Arpedio

SEPTEMBER 21, 2023

Sandra Bahn, Chief Marketing Officer sandra@arpedio.com linkedin.com/in/sandrabahn/ Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. 1 Account-Based Selling Platform Powerful alone. Account Management Build powerful account plans in Salesforce.

Marketing 52

Marketing Management Account Management Innovation 52

Arpedio

DECEMBER 14, 2023

ARPEDIO, known for its innovative sales assessment and coaching solutions, is a prime example of a tool that can significantly enhance your sales enablement strategy. Net Sales Read More #1 Account-Based Selling Platform Powerful alone. Account Management Build powerful account plans in Salesforce.

Sales 52

Sales Software Software Account Planning 52

Arpedio

JUNE 1, 2023

. #6 Customers Need to be at the Forefront of Everything you do When you put the customer in the center, and you bring cross-functional resources into the account planning process, amazing things happen. Let’s continue to adapt, innovate, and elevate the field of sales and strategic account management.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Account Manager Tips

OCTOBER 11, 2021

Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Commit to targets Plan activities Coordinate resources Manage risk Get results. Improve reliability, scalability or innovation.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Arpedio

AUGUST 11, 2022

It details stakeholder roles and responsibilities, and even the relationships and reporting structures between them. The number of stakeholders in a buying group has exploded. Yet surprisingly, even the most experienced sales- and account professionals sometimes underestimate the importance of this crucial information.

Software 52

Software Software Stakeholders Decision-making 52

Arpedio

MARCH 6, 2024

Strategic Planning Successful account management entails more than just reacting to client requests; it requires proactive strategic planning. Account managers should develop comprehensive account plans that outline short-term and long-term objectives, strategies for achieving them, and key milestones for tracking progress.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Arpedio

FEBRUARY 20, 2024

These challenges underscore the pivotal role of Account-Based Selling (ABS) strategies in aligning offerings with buyer needs. Grounded in a profound understanding of customers, ABS emerges as a beacon of innovation set to revolutionize the sales landscape. Account Management Build powerful account plans in Salesforce.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

DemandFarm

MAY 25, 2023

He must now call and find out if any of these stakeholders are still relevant to the task he needs to do. He is so pleased to be able to see, at one glance, all the key stakeholders in his key account. He shortlists several people from previous reports filed. There must be a better way to do this’, he thinks.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

Arpedio

JUNE 16, 2022

Opportunity planning in Salesforce with ARPEDIO. Combining Opportunity planning with Account planning. What is Sales Opportunity Planning? In sales, opportunity planning is about converting your potential customers and leads into recurring revenue. Combining Opportunity planning with Account planning.

Account Planning 52

Account Planning Account Management B2B Prioritization 52

ProlifIQ

AUGUST 17, 2023

Introduction: In the dynamic landscape of B2B sales, adopting innovative strategies is essential for sustained growth and profitability. This method focuses on acquiring new customers while simultaneously nurturing existing accounts to drive expansion and increase company revenue.

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

Arpedio

JUNE 22, 2022

Relationship Mapping, also known as Customer Relationship Mapping, Relationship Management, or Stakeholder Management is a way of mapping B2B relationships between large organizations. It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision. What is a Relationship Map?

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

Arpedio

APRIL 1, 2022

Account-Based Selling (ABS): Everything you need to know. ? Account-Based Selling is a targeted approach to B2B sales. It requires investing your team’s resources to target multiple stakeholders within an account. Instead of the conventional one-to-one sales approach, each account is treated as a market of one.

Stakeholders 59

Stakeholders B2B Account Management Decision-making 59

Arpedio

JUNE 20, 2022

The ability to automate your account planning is another reason why sales tools are essential to your business. Digital sales tools can help your sales professionals stay on top of stakeholders, opportunities, and next steps in each account by automating these processes directly in your preferred CRM. um@arpedio.com.

B2B 52

B2B Digitalization Account Management Account Planning 52

ProlifIQ

MAY 4, 2023

Once these accounts have been identified, the company can then look for patterns and trends in the data to identify gaps in the market that are not currently being served. Extensive knowledge of who the different stakeholders are in the business units you’ve yet to sell into is research that needs to be done.

Stakeholders 52

Stakeholders Account Management CRM Key Account Management 52

SalesGlobe

OCTOBER 10, 2023

Fast forward to 2023, and most households are highly connected environments with various devices, including smart thermostats and door locks, computers and tablets, smart appliances, and even more innovative smartphones.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

Arpedio

MAY 30, 2022

used the ARPEDIO Account Based Selling Platform , which embeds the SAMA 7-Step Methodology, to apply their company specific requirements and fully operationalize their SAM programs into Salesforce. That means no more stagnant account plans in PowerPoint or Excel. Aggreko and Premier Inc. As Ned Gilbert from Premier Inc.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Arpedio

OCTOBER 24, 2023

Innovation and growth: Recognizing opportunities can spark innovation and growth. It helps align the perspectives of team members, stakeholders, and partners by providing a shared understanding of the current situation and goals. Account Management Build powerful account plans in Salesforce.

Decision-making 52

Decision-making Account Management Prioritization Software 52

Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. With the White Space Analysis tool comes the ability to use the White Space Report tool to get a full overview across assessed accounts.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52