Quip

NOVEMBER 17, 2020

He shared with us his company’s experience rolling out Salesforce Anywhere for account planning. Why Salesforce Anywhere for account planning? This ability to iteratively design account planning templates was pivotal to our decision to opt for Salesforce Anywhere.

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Account Planning Suppliers Healthcare Manufacturing 52

Strategic Account Management Association

AUGUST 18, 2022

Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it. How do you take care of your most important customers?

Account Management 520

Account Management Management Sales Leadership Leadership 520

SBI Growth

DECEMBER 2, 2019

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.

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Account Planning Sales Organization Meetings 102

Strategic Account Management Association

OCTOBER 26, 2021

To lead effectively, they must embrace change through agile leadership. Let us define what we mean by agile leadership. Agile leadership. Agile leadership. In our current reality, this leadership skill is necessary to survive. Sponsors are critical in these uncertain and transformative times.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. When it comes to account planning, change is inevitable. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change.

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Account Planning Management Leadership Organization 195

Cosawi

DECEMBER 28, 2021

Stay informed on the account through an established strategic account process. Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? .

Account Planning 195

Account Planning Leadership Software Software 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

Strategic Account Management Association

JULY 13, 2021

A Center of Excellence (COE) Executive “buy-in and be in” Account-based marketing. COE: A Critical Lighthouse to Provide Successful Journey Direction and Leadership. Côté’s consultancy firm Cosawi guides organizations on their go-to-market strategies, KAM/SAM roadmaps and journeys, and account-based marketing.

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Account Management Innovation Co-Creation Organization 591

Upland

NOVEMBER 27, 2023

Have there been any recent changes in executive leadership? It’s a 10x factor approach.” Work as a team As with every aspect of account planning, sellers will be most successful if they approach insight-gathering as a team. “When you collaborate, you’re getting the big picture,” says Billy. Sold off a piece of the business?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Account Manager Tips

MARCH 23, 2021

Launch, implement and monitor account plans that speed up business results and client satisfaction. Effective key account management Successful key account management requires an eco-system of elements that align to deliver successful outcomes for you and your clients. Key account management doesn't operate in a vacuum.

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Key Account Management Account Management Management Suppliers 246

Sales Outcomes

OCTOBER 4, 2022

To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc. For the sales leader to conduct account plan reviews, that’s over six weeks annually. .

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

Arpedio

APRIL 29, 2024

The symposium offered invaluable insights into the world of successful SAM programs, highlighting the importance of a deep understanding of customer initiatives, organizational commitment, and strategic alignment across all levels, coupled with adaptive leadership and a relentless focus on timing and consistency to master the SAM program hype cycle.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

ProlifIQ

FEBRUARY 8, 2023

Because a standard customer success team is trained to look at managing their accounts, or account planning , as a quarterly activity, they are therefore less likely to look at account planning as a daily, ongoing, activity. Leverage your CRM for account planning instead of opting for long QBR sessions.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Sales Outcomes

FEBRUARY 13, 2023

Not approaching accounts from their perspective It’s natural for sales teams to begin account planning with what your company wants out of the relationship. However, an outside-in account planning approach can drive more revenue and profit faster. Proactive motions require more than regular contact.

Account Management 52

Account Management B2B Management Account Planning 52

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. Leadership is not the responsibility of the person who has the title.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

DemandFarm

APRIL 11, 2023

Is the organization ready to adopt a digital approach to account planning, and does it have the discipline to use it effectively? Implementing Digital Key Account Management tools requires discipline, as it involves following a set of processes and procedures consistently.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

SEPTEMBER 22, 2022

ARPEDIO Account Planning & Relationship Mapping. ? Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges: The powerpoints they used for their account planning was out of date almost before it was finalized.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

SEPTEMBER 22, 2022

ARPEDIO Account Planning & Relationship Mapping. ? Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges: The powerpoints they used for their account planning was out of date almost before it was finalized.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

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

Sales Latitude

AUGUST 2, 2018

Do Thorough and Proactive Account Planning. To do proper account planning , you need to do all of the above and think three years out. Account planning should evolve the more information you gain and not be a “one and done” activity at the beginning of the year. Help Your Leadership Team to Help You.

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Account Planning Sales Facilitation Leadership 76

Account Manager Tips

JULY 27, 2020

00:00 Introduction 01:31 How Calin got his start in account management. 03:34 The best thing about account management. 05:21 Account management at Netguru in the early days. 08:16 First task: double the size of the account management team. 17:19 Designing and standardizing strategic account management. Time Stamps.

Account Management 130

Account Management Business Growth Management Account Planning 130

The Chapman Group

DECEMBER 8, 2020

The most significant advantages of the title of SAM (Strategic Account Manager) often include: Appropriating a clearer title and level of empowerment (may also include higher grade level positioning) to establish and maintain senior level account relationships within their accounts, as well as enable internal initiatives.

Account Management 133

Account Management Management Value Proposition Account Planning 133

ProlifIQ

FEBRUARY 3, 2023

They shared how they’re structuring their teams, how their reps are being positioned to grow their largest accounts and the strategy they’re using to win more enterprise deals. Identifying The Right Accounts Account planning isn’t new, teams have done it for decades. You can check out the replay here.

Account Planning 52

Account Planning Stakeholders Decision-making Sales 52

ProlifIQ

FEBRUARY 27, 2023

Importance of Key Account Management – In a B2B company, key account management is crucial as these customers often generate a large portion of the company’s revenue. This helps hold your team accountable and gives leadership an easy home base to understand where efforts are being directed.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

ProlifIQ

FEBRUARY 23, 2023

Talk Track: “Typically, folks on the sales side or operations front want to understand how our native account planning solution will impact their sales process, Salesforce adoption, account penetration, and more. We leverage our leadership team to connect with their peers in the other organization to bring them up to speed.

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 52

Upland

FEBRUARY 3, 2023

Relationship mapping as an activity is an essential aspect of the account plan and works well with an account-based selling approach to sales. How will this relationship last, and what do you need to ensure your solution stays intact through ups and downs in the economy or leadership changes?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

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

Deep Insight

JANUARY 28, 2020

This means spending significant amounts of time with both your leadership and sales/account teams planning for success. LEADERSHIP. In our experience, Leadership is the most important quadrant while Culture is the most challenging. The most important quadrant. Our Approach. It’s as simple as that. Onboarding.

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Onboarding Leadership Account Management Account Planning 52

Engage Selling

MARCH 15, 2018

Last year, I was at an extended leadership team meeting for one of my best clients. We introduced a quick concept to his sales managers around account management and proper account planning. After the meeting, I approached them and said, … Read More »

Account Planning 48

Account Planning Account Management Leadership Meetings 48

Customer Think

DECEMBER 4, 2022

The Problem With Account Planning. Related Posts: Should Sales People Be On Quota? Connecting The Dots, Can You Do It For Your Customer? Goal Alignment--A Performance Roadblock "For The Loss Of A Horseshoe."

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Account Planning Organization Marketing Sales 77

Cosawi

FEBRUARY 27, 2023

Taking this approach optimizes the engagement between the strategic account manager and marketing in this co-orchestration of the account plan. awareness marketing”) packaged as account-based marketing. So how can SAM and ABM help to create this harmonious dance to become co-orchestrators of the account plan?

Marketing 52

Marketing Suppliers Investors Account Planning 52

Arpedio

OCTOBER 17, 2023

Leadership and team management in account management Effective leadership and team management play a pivotal role in the success of an account management team. Get started Prev Previous post Account management software tools #1 Account-Based Selling Platform Powerful alone. Superior together.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

DemandFarm

MARCH 31, 2023

Ensuring the entire organization is part of the change, making everyone an advocate and engaging the whole team will in turn make the adoption of Digital Key Account Management easier. The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

SalesGlobe

NOVEMBER 10, 2023

This is the stage where your company is building marketing campaigns, planning events or an account plan, all with the intent of getting the attention of the buyer and creating that first level of engagement with them where the buyer is interested in learning more. Buyer Engagement – First Gate.

Sales 52

Sales Account Planning B2C Organization 52

Revegy

APRIL 21, 2021

Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Account Planning & Execution : We can’t always be chasing the next new deal. Make sure you are reinforcing the methods and strategies that you presented in your SKO.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85