Arpedio

JANUARY 5, 2024

In the dynamic terrain of sales, forging a path to success is an intricate dance of strategy, customer insight, and relentless pursuit of growth. 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.

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Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

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Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth.

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Janek Performance Group: Account Planning

JULY 25, 2023

All sales organizations need new business to thrive and grow. As such, they often prioritize new accounts. For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. Clearly, in times like these, organizations cannot just rely on new business to generate revenue.

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SalesGlobe

SEPTEMBER 12, 2023

Unlocking the Growth Potential in Your Strategic Accounts Effective account planning is essential to growing the organization’s strategic accounts, which typically comprise most of the organization’s revenue and growth potential. What’s Aspirational Account Planning? Is not just a tool.

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ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

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Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. It’s putting their needs ahead of the sale to form long-term relationships.

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Revegy

APRIL 19, 2023

Do your account plans help your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies miss major revenue opportunities and risk losing some of their largest clients.

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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.

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Upland

JUNE 14, 2023

What are the top challenges facing chief revenue officers and sales leaders in 2023? And how can account planning help? In this article, we’ll dive deeper into each of these areas to uncover what chief revenue officers can do to address some of their most pressing issues, and how an effective account planning practice can help.

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Upland

MARCH 23, 2023

Having trouble setting accurate sales forecasts or seeing close dates consistently sandbagged to next quarter? Regardless of the size of your company, the sales leader gathers sellers and runs them through the standard set of questions. Ultimately, the challenge of sandbagging is that of unreliable sales forecasts.

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Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. A new central commercial organization was born.

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SalesGlobe

FEBRUARY 11, 2021

When I hear the words “strategic account planning” in a meeting, I usually notice a range of involuntary visceral reactions, from understated moans to eye-rolls and furrowed brows. Nobody thinks of account planning as aspirational. The thinking is what makes account planning aspirational and motivational.

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Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

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ProlifIQ

JANUARY 18, 2022

When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. A well-crafted B2B sales strategy can be the difference between victory and defeat. Let’s cover some of the approaches top sales teams take when taking on high-value accounts. . Getting everyone on board.

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ProlifIQ

MAY 14, 2021

When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. A well-crafted B2B sales strategy can be the difference between victory and defeat. If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously.

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SBI Growth

DECEMBER 2, 2019

Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. How do you leverage data to inform strategy and measure success? Through our.

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Upland

MARCH 19, 2021

No matter how great your sales team is, it’s always easier and more cost effective to upsell existing customers. What if we told you that measuring the whitespace potential in accounts can mean life or death for many B2B companies? Increased account penetration boosts revenue. The most overlooked sales channel.

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Quip

NOVEMBER 17, 2020

He shared with us his company’s experience rolling out Salesforce Anywhere for account planning. Why Salesforce Anywhere for account planning? This ability to iteratively design account planning templates was pivotal to our decision to opt for Salesforce Anywhere.

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ProlifIQ

MAY 14, 2021

When your sales team is eyeing key accounts loaded with potential revenue, planning ahead is crucial. A well-crafted B2B sales strategy can be the difference between victory and defeat. If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously.

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Sales Latitude

OCTOBER 5, 2017

I can see the eyes rolling every time the topic of account planning comes up. I can even hear the inside voices of so many sales people. So, I provocatively lay down the edict and enunciate in a very loud, strong voice: Don’t do account planning! When you meet with your management, they see how busy you are.

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Upland

AUGUST 18, 2023

So while not much will change on that front, this year’s event promises to focus very heavily on the impact of AI on sales. To prep you, take a look at our guide to generative AI for sales , which includes an intro to Sales GPT from Salesforce. Undoubtedly it will be quite unique from previous conferences. Is SOMA Safe?

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Upland

APRIL 20, 2023

You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales account management strategy becomes indispensable. Through account management, your team can seek to establish themselves as trusted advisors to customers.

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Strategic Account Management Association

OCTOBER 26, 2021

In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.

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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.

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Upland

NOVEMBER 27, 2023

Before you strategize how you’re going to sell, therefore, you have to understand the organization you’re selling to. But before you jump head-first into the sales process, there are four fundamental things you must know: 1. Most importantly, you’ll need to assess how import- ant this initiative is for the organization.

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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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Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. 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%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

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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.

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Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. In fact, according to Forrester, in-person, face-to-face sales are back on the rise.

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Brooks Group

SEPTEMBER 7, 2023

The success of any substantive change to your sales approach relies on company-wide buy-in. The same is true for implementing a new strategic account management plan. This is the type of change that can potentially lengthen the sales cycle and confuse your consultative sales professionals.

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ProlifIQ

FEBRUARY 13, 2023

Defining a Sales Handoff The business model for many B2B Saas companies involves customer growth. Therefore, as a customer success manager, it is essential to train for successful customer onboardings and to work closely with the sales and customer support teams to ensure that customers have a positive experience from start to finish.

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SalesGlobe

NOVEMBER 10, 2023

And it’s the same for sales. As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”. I continue to engage with our clients, who are mostly focused on solving their greatest sales challenges centered around growth.

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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? .

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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.

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Arpedio

APRIL 15, 2024

What is Sales Enablement? In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. This strategic approach aligns marketing and sales efforts, enhances buyer interactions, and optimizes the sales process.

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Arpedio

MARCH 26, 2024

In today’s competitive business landscape, the role of pre-sales strategy in driving business success cannot be overstated. Let’s delve into the importance of pre-sales strategy and its impact on overall business success. Let’s delve into the importance of pre-sales strategy and its impact on overall business success.

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