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

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

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

OCTOBER 4, 2023

What It Is Account management strategy is the roadmap that guides your interactions with key accounts. It encompasses a series of well-thought-out actions designed to meet your goals and objectives while ensuring customer satisfaction, retention, and expansion. It lays out a detailed plan for each key account.

Account Management 52

Account Management Management Account Planning Key Account Management 52

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. When you take your insights to a customer, it’s important that you put them in the context of the person with whom you’re meeting. What’s driving that business to make decisions?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

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. How can sellers deal with uncertainty to help increase deal size?

Sales 356

Sales Decision-making Negotiation Organization 356

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

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

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

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

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 identifying their needs, you can position your product or service as a solution that meets their specific challenges. What is the BANT Methodology? The fourth component is Timeline.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 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

ProlifIQ

FEBRUARY 13, 2023

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. Organized sellers usually follow what they call an account plan , something designed to align internal team members on tasks to be completed throughout the sales cycle.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

DemandFarm

APRIL 8, 2024

Here’s an interesting discovery we made when we looked into our strategic account engagements: on an average, it takes at least 8 to 15 meetings and connecting with approximately 10 different stakeholders across more than four roles to lock in these strategic partnerships. Org Chart 2.0: More Intelligent. More Effortless.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 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. Additionally, by incorporating ARPEDIO’s suite of solutions into their technological arsenal, businesses can further enhance their account planning and management capabilities.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Mike Kunkle

MAY 11, 2022

This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Strategic Account Management. Account Planning. Part of Strategic Account Management. No, it does not.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Arpedio

MARCH 26, 2024

Lead Qualification: Assessing leads based on criteria such as fit, interest, and readiness to buy, to prioritize sales efforts effectively. By understanding the needs, pain points, and buying behaviors of potential customers, organizations can prioritize their efforts and focus on prospects with the highest likelihood of conversion.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

PandaDoc

APRIL 21, 2023

Maintaining a partnership that prioritizes your clients’ best interests increases the chances of keeping your top accounts satisfied, and KAM programs are fundamental to ensuring customer satisfaction among key clients. You may then follow up on these referrals with an outbound prospecting strategy to secure additional accounts.

Key Account Management 52

Key Account Management Account Management Management Prioritization 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. Don’t miss out on a prospective customer due to poor process or prioritization.

Sales 52

Sales Prioritization Account Planning Decision-making 52

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

DemandFarm

MAY 22, 2024

DemandFarm offers a 100% Salesforce-native product suite to manage key accounts and maximize revenue growth from your portfolio. You get dedicated features to create and track complex account plans, map out whitespaces, manage strategic relationships at scale, and optimize sales cycles for large deals.

Facilitation 52

Facilitation Key Account Management CRM 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. The 2018 Buyer Preference Study underscores this point: 57.7

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

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

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

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

JANUARY 25, 2023

Difference between Strategic Account Management and Account Management 4. What should Strategic Account Management Include? Strategic Account Management Process 6. What Does A Strategic Account Manager Do? Account Planning Strategy 8. SAM Accounts 9. What Is a Strategic Account?

Account Management 52

Account Management Management Account Planning Co-Creation 52

Sales Outcomes

OCTOBER 25, 2021

Start declining internal meeting invitations, and ask others to record web or phone conferences to listen to later. Travel less by attending more client and prospect meetings via desktop video conference. Color-code your calendar meetings. Travel less by attending more client and prospect meetings via desktop video conference.

Sales 52

Sales Account Planning Decision-making Meetings 52

ProlifIQ

APRIL 12, 2024

Knowing what a customer has already bought is key to targeting relevant upsells and cross-sells to that account. You can quickly segment and prioritize customers based on deal size, products purchased, and whether they have open or closed business with you currently. This improves customer satisfaction and retention over time.

CRM 52

CRM Prioritization Profitability Business Growth 52

Arpedio

OCTOBER 20, 2023

Strategic engagement and enhanced prioritization Effective account management involves tailoring communication and engagement strategies to suit the unique needs of different stakeholders. Documenting the interests, objectives, or goals of each stakeholder helps account managers grasp what motivates them. Superior together.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 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

Sales Outcomes

OCTOBER 17, 2022

Alas, two things are never “finished” in sales – account plans and playbooks. By prioritizing the sales playbook content elements based on the organization’s needs, you can develop versions of the playbooks that provide immediate and incremental impact on their path toward completion, roll-out, and optimization.

Value Proposition 52

Value Proposition Sales Onboarding Account Planning 52

Arpedio

JUNE 1, 2023

We were treated to an abundance of captivating keynote speeches and 200+ sessions that delved headfirst into the theme of this year’s Annual Conference: “ Evolving to meet the challenge in an ever-changing SAM environment “ And it’s safe to say we truly got our money’s worth! Let's talk!

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Sales Outcomes

APRIL 19, 2021

Alas, two things are never “finished” in sales – account plans and playbooks. By prioritizing the sales playbook content elements based on the organization’s needs, you can develop versions of the playbooks that provide immediate and incremental impact on its path towards completion, roll-out, and optimization.

Value Proposition 52

Value Proposition Sales Account Planning Onboarding 52

Sales Outcomes

MARCH 7, 2022

Identifying and cultivating new connections within an existing account should be straightforward. Still, most account managers create a mental obstacle that leveraging existing relationships to meet new contacts may cause injury to the relationship. Alternative Ways to Engage Additional Account Contacts.

Account Management 52

Account Management Suppliers Prioritization CRM 52

Sales Outcomes

AUGUST 30, 2021

Sales leaders give less attention to account planning, CRM data quality and hygiene, lead management, and opportunity management. Successful virtual selling requires even more planning and execution skills than in-person selling. Most salespeople are adequate at scheduling and managing the virtual meeting technology.

Virtual Selling 52

Virtual Selling Supply Chain Value Proposition Sales 52