Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan. You need to plan carefully to minimize risk and incentivize your team to adopt the new approach.

Account Management 52

Account Management Management Account Planning Sales 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.

Account Management 52

Account Management Management Account Planning Stakeholders 52

SalesPop

MAY 7, 2021

We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. Project Management Elements. A project is primarily made up of objectives.

Account Management 98

Account Management Management Innovation Account Planning 98

Engage Selling

NOVEMBER 29, 2019

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More »

Account Management 88

Account Management Management Account Planning Sales Management 88

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.

Key Account Management 52

Key Account Management Account Management Management Sales 52

Engage Selling

MARCH 31, 2017

A few weeks ago, I was at a client sales management meeting and we were discussing Account Management because many were concerned that they were starting to lose some of their accounts. There was a lot of resistance from the … Read More »

Account Planning 60

Account Planning Account Management Sales Sales Management 60

Upland

MARCH 13, 2023

In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science. It is no longer about guesswork. Win rate : focusing on process and methodology helps to increase win rate.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

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

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

KAM With Passion

NOVEMBER 3, 2020

Is the sales structure adequate or do you need to redesign sales territories, move small accounts to distribution or inside sales, or accelerate the development of e-commerce? Work with your sales managers on the sales management system. Take care of and work with your sales reps.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

ProlifIQ

FEBRUARY 8, 2023

A quarterly business review is typically an event that takes place over the span of a few days to a week where sellers and a customer success manager come together to align on all of their key accounts. This is essentially the industry standard way a sales team and customer success managers think about account management.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

Upland

JUNE 15, 2023

You know that you need to find the best account planning software for your team. In this Guide this guide, we’ll walk you through some of the elements that make up a powerful account planning software – what it is, and isn’t. What does account planning technology do? But how do you do it?

Account Planning 195

Account Planning Software Software Organization 195

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.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 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. This article will unpack everything sales leaders and sales reps need to know about sales pipeline management.

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. This article will unpack everything sales leaders and sales reps need to know about sales pipeline management.

Software 52

Software Software Management Sales 52

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively.

Account Management 130

Account Management Sales Account Planning CRM 130

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. The strategic account managers found that there was no linkage between where they wanted to be, and how they were going to get there.

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. The strategic account managers found that there was no linkage between where they wanted to be, and how they were going to get there.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Sales Outcomes

SEPTEMBER 13, 2021

Sales Managers’ Responsibilities Fall into Three Different Areas: . Performance Management. During the peak of the 2008-2009 financial crisis, many organizations thinned sales manager positions as part of the effort to cut costs. The more salespeople added the more challenging the sales manager jobs become.

Sales 52

Sales Account Planning Performance Review Sales Management 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 117

Account Planning Sales CRM Prioritization 117

Arpedio

MARCH 31, 2023

(Source: The Forrester Tech Tide : B2B Sales Technologies, Q1 2023) The Invest quadrant of the Tech Tide encompasses six B2B sales technologies that are increasingly becoming essential components of modern sales and revenue engines. Why Invest in Account-Based Selling (ABS) Technologies? Superior together.

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

Sales Latitude

AUGUST 2, 2018

Whenever I coach sales people and sales managers, I ask them specific questions to see how much they know about their customers and prospects, with an eye towards understanding the quality of their pipeline. Do Thorough and Proactive Account Planning. Sure, ok – that’s true. But that’s not the whole picture.

Account Planning 76

Account Planning Sales Facilitation Leadership 76

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. Manager enablement is critical, too often ignored, and far larger than the block size conveys.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Miller Heiman Group

JUNE 30, 2020

In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. If before we thought that sales managers were running on sand rather than on pavement , they’re now treading quicksand.

Prioritization 78

Prioritization Sales Management Account Planning Account Management 78

Sales Management Plus -- SMP

OCTOBER 30, 2023

With just a few clicks your sales rep can generate a similar list, but this time also connect it to sales data, create and manage account plans, create new activities and use advanced mobile tools while they are out of the office. However, with SMP you can go far beyond that.

Suppliers 52

Suppliers Sales Profitability Decision-making 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. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

Hubspot Sales

AUGUST 25, 2018

In fact, there was a notable jump in job satisfaction between reps who spent three hours or less on sales-related activities and those who spent four or more hours each day on sales-related tasks. Those who spent four or more hours on sales work rated their job satisfaction at a 3.8 Culture and management expectations are high.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Hubspot Sales

JANUARY 13, 2021

This ownership, sometimes called sales accountability, is how sales managers prepare their teams for success by giving them all the information, tools, and training they need to succeed and meet quotas. How to Create and Encourage Sales Accountability. This saying holds true for sales coaching as well.

Sales 118

Sales Sales Training Performance Review Meetings 118

Sales Outcomes

APRIL 17, 2023

Sales leaders with a span of control of 5 to 8 direct reports would be lucky to have two hours a day in an average week for thinking, coaching salespeople, and conducting pipeline, forecast, or account plan reviews. Not a pretty picture, right?

Sales 52

Sales Account Planning Meetings Sales Management 52

Janek Performance Group: Account Planning

MARCH 8, 2022

So, if your sales manager has informed you a price increase is on the horizon; this article will outline what account executives can do to minimize the impact and retain your clients. Manage Your Emotions. First, it will reflect poorly with your sales manager and could impact how your organization perceives you.

Supply Chain 52

Supply Chain Sales Management Management Meetings 52

Engage Selling

MARCH 15, 2018

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

Account Planning 48

Account Planning Account Management Leadership Meetings 48

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. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 59

Stakeholders Account Planning Decision-making Leadership 59

SmartKarrot

MAY 15, 2023

Key Account Management (KAM) is the art of strategically managing and nurturing these vital accounts, unlocking their full potential and driving long-term growth. Get ready to dive into a world of knowledge and unlock the secrets to mastering the art of Key Account Management ! Amazon Link 2.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

Sales Outcomes

OCTOBER 17, 2022

Sales playbooks also accelerate the onboarding of new hires and provide a framework for sales managers to accelerate pipeline quality and advance deals to closure through coaching. Alas, two things are never “finished” in sales – account plans and playbooks.

Value Proposition 52

Value Proposition Sales Onboarding Account Planning 52

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

Openview

MAY 10, 2019

Very often you will find that—despite increasingly hectic schedules—sales executives want to learn, but only have time for easily-consumable training targeted to their specific learning needs. This feedback, coupled with direction from sales management on the business needs and KPIs that matter most (e.g.

Sales 88

Sales Account Planning Digitalization Innovation 88

Arpedio

JANUARY 4, 2024

Prepare to unlock the intricacies of account mapping and embark on a path to unmatched sales proficiency. Understanding the Fundamentals of Account Mapping The concept of account mapping basics may seem daunting at first, but it is essential for strategic account planning and overall sales enablement.

B2B 52

B2B Sales Decision-making CRM 52