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

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

Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? What Is Account Planning? Strategic Account Planning. What Should a Key Account Plan Include? How to Do Account Planning? Back to blog.

Account Planning 52

Account Planning Account Development Management Account Management 52

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 119

Account Planning Co-Creation Account Management Negotiation 119

Strategic Account Management Association

JULY 13, 2021

A Center of Excellence (COE) Executive “buy-in and be in” Account-based marketing. By COE, we mean a centralized group of SAM experts and people who “get it” and who should be leveraged as the catalyst for instilling the mindset, processes and skill sets for distinctive go-to-market and customer-centric engagement models.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). Most would agree.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Upland

NOVEMBER 27, 2023

They aren’t in the market for products or services. A goal might be to… Grow revenue by 10% over the next six quarters Increase net new customers to 3,000 in 24 months Expand market share from 30% to 50% in the next five years. One of the most important things in our go-to-market strategy is understanding pressures.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

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

Clarity Engagement Solutions

FEBRUARY 7, 2022

Tailored by vertical industry and 100% native to Salesforce Lightning, CX1™ makes it easy for sales and account teams to map stakeholder relationships, identify the sources of decision-making influence and manage a larger number of better-qualifed opportunities as a result. Request a CX1™ Demo Here. CX1™ is different. Longer sales cycles. •

Stakeholders 172

Stakeholders Decision-making Account Planning Prioritization 172

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. By determining the timeline, you can prioritize leads and allocate resources accordingly. What is the BANT Methodology? The fourth component is Timeline.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Arpedio

APRIL 30, 2024

Creating a Customer-centric Approach When it comes to account growth strategy, it is essential to prioritize creating a customer-centric approach. By conducting thorough market research, surveys, and interviews, you can identify the challenges they face and the solutions they are seeking.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

ProlifIQ

OCTOBER 4, 2023

Account Planning: The Heart of Your Strategy The Role of Account Planning Account planning is where your strategy takes shape. It lays out a detailed plan for each key account. Identifying Strategic Accounts Not all customers are created equal. A strategic plan needs to start with this.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Arpedio

MARCH 26, 2024

It serves as the foundation for establishing strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue growth. Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively. What is a Pre-Sales Strategy?

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

DemandFarm

APRIL 4, 2023

Why should you adopt Digital Key Account Management? What are some of the benefits of adopting digital account planning solutions for your key accounts? How will it be different from the existing account management strategies that you have adopted for your key accounts?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Upland

SEPTEMBER 29, 2023

Prioritizing finding people with influence within an account will help you earn support and avoid being blindsided by an unknown detractor. You need to understand the entire account landscape. Relationships are vital to winning deals that matter.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Mike Kunkle

MAY 11, 2022

I’ve also been involved in larger business transformations which included the sales force, but encompassed reworking strategy, improving market and buyer acumen, adjusting product-market fit, adapting or fine-tuning business models, reworking sales models, developing new GTM plans, planning for disciplined execution of the changes, and more.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Clarity Engagement Solutions

FEBRUARY 7, 2022

Clarity is proud to introduce Clarity CX1™ , tailored first for Pharma and now other vertical markets. Clarity CX1™ solves the issue of lack of account planning & automation and storage. And it does it using flexible planning templates that can be tailored for each business unit and team. Longer sales cycles. •

Stakeholders 91

Stakeholders Decision-making Account Planning Prioritization 91

ProlifIQ

JUNE 21, 2023

This alignment helps in driving sustainable growth and ensuring the overall success of the strategic account management program. Account plans are instrumental in managing and retaining strategic accounts. Strategic account management planning involves proactive and strategic thinking.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

MARCH 6, 2024

At its essence, account management goes beyond mere transactional interactions; it encompasses a holistic approach to client engagement. Rather than focusing solely on closing deals, account management prioritizes the establishment of robust, enduring relationships built on trust, transparency, and value.

Account Management 52

Account Management Management Prioritization Client Relationships 52

KAM With Passion

NOVEMBER 11, 2020

Account Management is part of a company’s operating model (companies who do not consider it that way, shoot themselves in the foot). Whatever their frequency, they are mainly used to analyse together what has happened since the previous meeting and to plan operations for the next reference period.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

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. How can you use sales analytics and strategic objectives to prioritize those gaps?

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Upland

MAY 4, 2023

In part, it’s through focusing on the relationship, and ensuring good account planning practices. How can sellers deal with uncertainty to help increase deal size? By always putting the relationship first, sellers can make sure that they are the first to get the call when the opportunity arises.

Sales 356

Sales Decision-making Negotiation Organization 356

DemandFarm

AUGUST 31, 2023

One that leverages Key Account Management (KAM) principles to retain customers and transform them into brand advocates. KAM principles encompass fostering robust relationships, tailoring solutions, maintaining consistent communication, prioritizing the long term, and constantly reviewing and adapting strategies.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

ProlifIQ

APRIL 20, 2023

In this blog post, we’ll explore the concept of sales qualified leads (SQLs), sales accepted leads (SALs), and marketing qualified leads (MQLs), and discuss how you can prioritize your team’s efforts to maximize your chances of success. SALs are leads that the marketing team considers to have potential.

Sales 52

Sales Prioritization Account Planning Decision-making 52

Arpedio

JUNE 15, 2023

Moreover, we’ll address the common challenges faced by sales teams and demonstrate how account-based selling technologies can provide effective solutions to overcome them. Account-based selling is a strategic approach used by sales teams to target and engage specific high-value accounts or organizations.

Artificial Intelligence 52

Artificial Intelligence Prioritization Decision-making Advertising 52

Xant

JUNE 16, 2021

Without a revenue operations role, marketing and sales teams would have no strategy and no process. Many operations suffer from issues related to the all-too-common disconnect between marketing and sales. Rev ops marries marketing and sales for a cohesive and efficient experience for buyers. The Value of Rev Ops. Rev Ops Tools.

CRM 105

CRM Sales Prioritization Decision-making 105

ProlifIQ

FEBRUARY 13, 2023

While acquiring new business is always important, sometimes it’s over-emphasized when talking about a go-to-market strategy. 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

Sales Outcomes

OCTOBER 17, 2022

Sales teams often face execution challenges, including: – Poor sales process adoption – Selling to accounts outside the target market or ideal customer profile – Inconsistent proactive sales activities – Lack of confidence in conducting deeper discovery conversations – Low win rates. Why Sales Playbooks?

Value Proposition 52

Value Proposition Sales Onboarding Account Planning 52

DemandFarm

APRIL 28, 2023

Read Ebook: The Future of AI-Assisted Account Planning The AI Advantage: Key Benefits for sales enablement As we explore the remarkable impact of AI on sales enablement, it’s crucial to recognize the main advantages that artificial intelligence offers. AI can also assist in managing and prioritizing tasks.

Artificial Intelligence 52

Artificial Intelligence Key Account Management Decision-making Account Management 52

Arpedio

JUNE 16, 2022

What is Sales Opportunity Planning? 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.

Account Planning 52

Account Planning Account Management B2B Prioritization 52

DemandFarm

MAY 12, 2023

As the company expanded its operations, it had high hopes for continued growth in the global market. With a clear understanding of their global accounts and customized strategies tailored to each market, they would be able to overcome the challenges of cultural differences and local business practices.

Global Accounts 52

Global Accounts Account Management Management Logistics 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. Deepen Customer Insights. Collaborate Beyond Sales.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Arpedio

APRIL 15, 2024

This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process. One of the key benefits of sales enablement is its ability to align marketing and sales efforts. What is Sales Enablement? Implementing sales enablement requires a well-rounded approach.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Arpedio

MARCH 18, 2024

It lays the groundwork for sales pitches that resonate with the real needs and structures of businesses, thus ensuring that marketing efforts hit the mark every single time. How Account Mapping Fits Into Sales and Marketing Strategies Incorporating account mapping techniques into broader sales and marketing strategies can be a game-changer.

B2B 52

B2B Stakeholders Sales Decision-making 52

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

B2B 52

B2B Sales Decision-making CRM 52

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.

Key Account Management 52

Key Account Management Account Management Management Sales 52

Arpedio

DECEMBER 4, 2023

Measuring the Success of Account-Based Selling Explore the ARPEDIO platform ← Back to blog Account-based selling (ABS) is becoming increasingly popular in the B2B software industry as it allows businesses to target specific high-value accounts and personalize their marketing and sales efforts.

Decision-making 52

Decision-making Prioritization Media Marketing 52