Account Planning Leadership Meetings Sales Management 
Upland
FEBRUARY 29, 2024
Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. The current world of sales is not for the faint of heart, and certainly not one for those who don’t like change. When it comes to account planning, change is inevitable.
Sales Outcomes
OCTOBER 4, 2022
Front-line sales managers are the key to enabling behavior change in salespeople. 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.
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ProlifIQ
FEBRUARY 8, 2023
Where are you as a company not meeting business requirements for your customers? This is essentially the industry standard way a sales team and customer success managers think about account management. The customer success manager is (obviously) responsible for customer success.
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? .
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. This is not the role of the first line sales manager.
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 »
Arpedio
SEPTEMBER 25, 2023
Key aspects of Key Account Management Targeted approach Instead of spreading your resources thin across all customers, KAM identifies and prioritizes the most important accounts. Tailored solutions KAM involves customizing your products or services to meet the specific needs and preferences of your key accounts.
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