Arpedio

JANUARY 5, 2024

Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth. It is the blueprint to navigate the complexities of customer engagements and the secret weapon to unlock the true potential of your accounts.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Plus, with account planning, 74 percent see increased win rates.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans.

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction.

Account Management 52

Account Management Management Prioritization Client Relationships 52

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

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Account Management Management Account Planning Stakeholders 52

DemandFarm

AUGUST 31, 2023

In the business world, customer success management is no longer an afterthought; it’s a necessity. Success lies in a tailored, strategic approach to customer success management. One that leverages Key Account Management (KAM) principles to retain customers and transform them into brand advocates.

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Key Account Management Account Management Customer Success Management 52

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?

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Key Account Management Account Management Management Sales 52

Arpedio

JANUARY 25, 2023

Successful Strategic Account Management ← Back to blog There’s no doubt about it: Strategic Account Management is the key to success in today's competitive market. But you need the right tools and processes to unlock the power of Strategic Account Management before you can watch your business soar.

Account Management 52

Account Management Management Account Planning Co-Creation 52

DemandFarm

APRIL 4, 2023

In uncertain times, what is generally seen with customers is that the tacit knowledge of key accounts is retained by certain account managers. Unfortunately, in circumstances where those account managers get laid off or furloughed, the critical knowledge they possess is also lost.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Upland

MAY 4, 2023

From helping leaders define areas of focus, to helping sellers meet realistic quotas, the sales velocity equation is integral to your team’s success. In part, it’s through focusing on the relationship, and ensuring good account planning practices. You can underperform in one of the first three factors and still prosper.

Sales 356

Sales Decision-making Negotiation Organization 356

ProlifIQ

APRIL 21, 2023

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

ProlifIQ

FEBRUARY 14, 2023

Prioritize The Right People And The Right Deals For B2B sales teams, a sales cycle is the lifeblood of their business. That’s where opportunity management comes in. Building plans for deals that are your average deal size or larger will help complement the investment in consistent evaluation of your team’s pipeline.

Management 52

Management Prioritization Stakeholders CRM 52

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

Arpedio

MAY 26, 2023

Mastering Relationship Management – Building Strong Connections for Success ← Back to blog With the right software you can enhance your networking capabilities, streamline communication, and optimize your relationship-building efforts for long-term success. What is Relationship Management? What is Relationship Management Software?

Management 52

Management Stakeholders Prioritization Software 52

Zendesk

MARCH 21, 2022

In this comprehensive guide, we’ll cover the basics elements surrounding opportunity management, including: A sales opportunity management definition. 5 signs you need opportunity management. How to manage an opportunity pipeline. Opportunity management best practices. CRM opportunity management.

Management 98

Management Sales CRM Decision-making 98

Upland

NOVEMBER 27, 2023

An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. An initiative could be to… Streamline a core business process Improve the product release cycle Recruit better talent. What’s driving that business to make decisions? “So

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

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Key Account Management Account Management Management Account Strategy 127

KAM With Passion

NOVEMBER 11, 2020

To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Business Reviews in an Account Management context.

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Key Account Management Suppliers Account Management Account Planning 130

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

DemandFarm

APRIL 21, 2023

With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

APRIL 8, 2024

Identify your target accounts, put together a team of sales plus marketing, work out a hyper-personalized messaging and content strategy for those accounts, and measure your efforts. The best account managers , however, have a secret sauce that differentiates them from the others. Sounds simple enough! The consequence?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

DemandFarm

MAY 12, 2023

The management team quickly realized that they were facing a number of obstacles in their quest for global presence. This is where Global Account Management (GAM) comes into play. Intrigued by the potential benefits, the company’s management team decided to give GAM a try. What is Global Account Management?

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Global Accounts Account Management Management Logistics 52

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.

Account Planning 116

Account Planning Sales CRM Prioritization 116

Mike Kunkle

MAY 11, 2022

How to plan and organize effectively. Includes territory planning, account planning, sales call planning, leading sales meetings, task management, using CRM, sales enablement tools, other technology tools and performance support, action planning, calendaring, project management, change management, and personal productivity practices.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Arpedio

APRIL 30, 2024

Defining Account Growth Strategy Account growth strategy refers to the systematic planning, execution, and management of approaches aimed at expanding your existing client base, increasing revenue, and improving customer satisfaction.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

ProlifIQ

FEBRUARY 13, 2023

As a customer success manager, successful customer onboardings are critical to the success of your company and the customers you serve. Large accounts typically come with a large number of stakeholders the seller must engage, as well as technical obstacles and red tape to get past. This is where the account plan comes in handy.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

Arpedio

MARCH 26, 2024

Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively. Post-Sales Strategy: Involves activities and processes that occur after the sale, such as customer onboarding, support, and relationship management , aimed at ensuring customer satisfaction and retention.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

JUNE 16, 2022

Opportunity Planning: A Complete Guide. Opportunity Planning: A Complete Guide. ? Efficient opportunity management software is your gateway to explore opportunities, make accurate sales forecasting and close the big deals. What is Sales Opportunity Planning? Why is opportunity management important? Back to blog.

Account Planning 52

Account Planning Account Management B2B Prioritization 52

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships. Let's talk!

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Stakeholders Account Management Client Relationships Decision-making 52

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference. Now that the conference has come to an end, it’s time for a recap.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Upland

SEPTEMBER 29, 2023

Unfortunately, sellers rarely meet the right people. Just 14% of businesses feel sellers connect with the right people in the account. Prioritizing finding people with influence within an account will help you earn support and avoid being blindsided by an unknown detractor. Business has evolved.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

ProlifIQ

APRIL 20, 2023

Figuring Out Your Funnel As a sales manager or director, one of your key responsibilities is to ensure that your sales team is spending most of their time on the qualified lead or leads they get. Lo and behold, a sales qualified lead is generally a good metric to measure marketing on, at minimum, to hold them accountable.

Sales 52

Sales Prioritization Account Planning Decision-making 52

Miller Heiman Group

JANUARY 31, 2019

According to CSO Insights research , buyers say that 62 percent of sellers meet their expectations. On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. We know a thing or two about account strategy planning.

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Account Planning Decision-making Account Strategy Prioritization 83