ProlifIQ

NOVEMBER 9, 2022

As a seller, this means you must also be consultative and understand not just your own product, but also the competitive landscape within each target account. This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Upland

JANUARY 26, 2023

The ideal customer profile is not just any customer profile – it is a profile of the single most important type of customer for your business. Account-Based Selling Criteria – Is It Right for You? Account-based selling is not a small investment.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Upland

FEBRUARY 3, 2023

Relationship mapping refers to the process of outlining the inner workings of an organization – the decision makers, influence, and political structure – to ascertain the path of least resistance to building meaningful relationships with stakeholders. What drives the relationship between two important stakeholders?

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 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

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

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

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

OCTOBER 30, 2023

On a recent episode of the “Thoughts on Selling” podcast, host Lee Levitt sat down with Ulrik Monberg, CEO of ARPEDIO, to delve deep into the realm of account-based selling. In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

ProlifIQ

FEBRUARY 23, 2023

This will give you insight into the other players you’ll want to connect with and primes them to understand your solution affects multiple functions/stakeholders. This puts you in a position to bring a distinct POV to those stakeholders you just uncovered. Should we invite Nancy to our next meeting to cover that?”

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 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

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

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. Minimizing customer churn When prioritizing key accounts, a seller can proactively address any potential issues that may lead to client churn.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

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

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

Revegy

APRIL 21, 2021

In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. 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.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

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

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. This also provides a better customer experience.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

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

Revegy

APRIL 21, 2021

In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. 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.

Stakeholders 59

Stakeholders Account Planning Decision-making Leadership 59

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

Hubspot Sales

MARCH 18, 2019

Key accounts don't usually buy off-the-shelf: They want a custom blend of products and services tailored to their needs. A KAM needs leadership abilities to guide her team members (which might include a salesperson, marketer, technical support, implementation and/or onboarding specialist). Key Account Manager Job Description.

Key Account Management 120

Key Account Management Account Management Management Account Strategy 120

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

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

Brightbridge Consulting

AUGUST 5, 2021

We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. A face-to-face meeting is planned! A variety of coaching and training activities are in occurring with a reengagement with Warwick Business School in September and the Autumn.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

ProlifIQ

JANUARY 27, 2022

Key hires and personnel changes, particularly in leadership positions. That means not only talking with your contacts regularly but paying close attention to the ebbs and flows within the account that they’re revealing to you (or hinting at). . B2B customers have unique timelines and processes for when and what they buy.

Account Planning 52

Account Planning Stakeholders B2B Key Account Management 52

ProlifIQ

NOVEMBER 15, 2022

Tier your top accounts and align with key account managers and sellers to decide if they’re who you should be pursuing as customers. Did recent economic news negatively impact that account? Has there been a leadership change along with shifting initiatives? Who are the key stakeholders in these sales organizations? .

Account Management 52

Account Management Stakeholders CRM Key Account Management 52

Louise Collins Associates

AUGUST 29, 2017

Traditionally, Pharmaceutical and Medical Device organisations have provided their teams with a list of target external stakeholders that must be seen in order to drive the business. It is not uncommon for customer facing individuals to have a target list of 120 external stakeholders that should be seen at least three times a quarter.

Key Account Management 52

Key Account Management Stakeholders Decision-making Healthcare 52

ProlifIQ

OCTOBER 5, 2022

When a team follows the same SWOT analysis, tracks key stakeholders and their sentiment throughout the deal, and examines the account for upselling potential using a white-space template, it’s almost guaranteed you’ll have a better handle on the value of each deal. Number of stakeholders in deals you win, by deal size/industry .

Stakeholders 52

Stakeholders CRM Leadership Sales 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? What senior leadership members and key stakeholders are included?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Gordian Business

JULY 23, 2019

Everything written about managing major accounts strategically has one theme: it’s not a marketing or sales campaign, it’s a leadership initiative driven by the C-Suite. The overarching key to long-term success is how well the organisation changes to manage strategic accounts differently. ” — Frances Hesselbein.

Management 52

Management Account Management Leadership Account Planning 52

SmartKarrot

NOVEMBER 2, 2022

Be the voice of the customer, driving proactive cross-functional alignment and collaboration internally with key stakeholders in Sales, Product, Engineering, and Finance. Drive upsell/cross-sell opportunities with existing accounts for incremental client growth.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

SBI

OCTOBER 17, 2018

Mark: Revegy’s mission is to help companies secure and grow revenue in their most important accounts by: Providing easy to use visual tools to understand the many stakeholders and their priorities. Everyone must invest in the program especially the management team, from senior leadership to line managers.

Stakeholders 55

Stakeholders Key Account Management Account Management Leadership 55

Arpedio

SEPTEMBER 25, 2023

Key points about a Sales Manager include: Team leadership: Sales Managers oversee and lead a team of sales professionals, providing guidance, training, and motivation to achieve sales goals. Get started today Prev Previous post Key account management best practices #1 Account-Based Selling Platform Powerful alone.

Key Account Management 52

Key Account Management Account Management Management Sales 52

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. Direct the customer success teams with visible, daily business leadership.

Customer Success 19

Customer Success Advertising eCommerce Stakeholders 19

SmartKarrot

MARCH 7, 2022

Define and develop metrics and dashboards to provide visibility and actionable insights to internal teams and leadership. Manage a portfolio of accounts with a focus on renewals and up-sell conversations. Meet net retention and CSAT/NPS KPIs through data-driven analysis, planning, and execution.

Customer Success 19

Customer Success Account Growth Onboarding Account Planning 19

SmartKarrot

JANUARY 27, 2022

Collaborate with a broad range of technical, operational, and clinical experts to deploy and expand Fathom’s services within accounts. Provide reporting on account progress and forecasts. Build and nurture relationships with key stakeholders to ensure alignment.

Customer Success 19

Customer Success Stakeholders Account Growth Facilitation 19

SmartKarrot

MAY 18, 2022

Contributing to the EMEA CS Leadership team, helping us maintain a cohesive team who delivers the best-in-class results. Develop & maintain Key Account Plans supported by regular onsite customer reviews. Develop and maintain long-term relationships with stakeholders in your account portfolio.

Customer Success 19

Customer Success Customer Life Cycle Account Planning Client Relationships 19