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

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.

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

Upland

MAY 4, 2023

So much so that we created this sales velocity equation to get sales teams moving in the right direction. Sales velocity vs deal velocity – what’s the difference? Deal velocity is how long it takes a deal to get through the sales cycle. Effectively, it’s the same thing as average sales cycle length.

Sales 356

Sales Decision-making Negotiation Organization 356

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. What are their motivations?

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

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.

Account Planning 113

Account Planning Sales CRM Prioritization 113

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.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Upland

NOVEMBER 27, 2023

But before you jump head-first into the sales process, there are four fundamental things you must know: 1. An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals. What are their goals? What’s driving that business to make decisions?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

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

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

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.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

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

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

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?

Key Account Management 52

Key Account Management Account Management Management Sales 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.

Value Proposition 52

Value Proposition Sales Onboarding Account Planning 52

KAM With Passion

NOVEMBER 11, 2020

As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Business Reviews in an Account Management context. Then, the same meeting is used to jointly plan ahead.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

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.

Sales Training 52

Sales Training Sales Decision-making Account Planning 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

ProlifIQ

JUNE 21, 2023

Strategic accounts are not just any customers; they are the key customers that hold significant value and have the potential to contribute substantially to the company’s growth and revenue. A strategic account development plan serves as a roadmap for nurturing and growing these important accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

MARCH 6, 2024

At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction. Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth.

Account Management 52

Account Management Management Prioritization Client Relationships 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. These platforms empower organizations to efficiently organize client data, monitor sales interactions, and cultivate leads across the entire customer journey.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

Sales Outcomes

OCTOBER 25, 2021

5 Tips to Help You Make More Time for Sales Coaching. Don’t block out full days to conduct marathon pipeline, opportunity, forecast, account reviews, and coaching sessions. Get aligned with your sales team’s travel schedules, time zones, personal lives, etc. Color-code your calendar meetings. Not a pretty picture, is it?

Sales 52

Sales Account Planning Decision-making Meetings 52

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. Account Planning. ACCOUNT PLANNING. Step one in the process is Account Planning. Most reps struggle with prioritizing their accounts and prospects. Walk through a step-by-step plan for each account.

Account Planning 121

Account Planning Stakeholders Decision-making Prioritization 121

Sales Outcomes

APRIL 19, 2021

Sales playbooks are essential for the modern salesperson and sales teams that desire to perform at their full potential. They contain the best practices, messaging, strategies, tactics, knowledge, and tools that the sales team needs to execute the go-to-market strategy. Buying and Sales Process. Ideal Customer Profile.

Value Proposition 52

Value Proposition Sales Account Planning Onboarding 52

Sales Outcomes

AUGUST 30, 2021

How sales leaders can look beyond the results to position their teams for success: Examine Current Customer Growth. Inspect Sales Process Adherence. B2B sales are booming for many industries , which are driving record quarterly and annual sales results. Current Customer Growth is a long-term metric of sales success.

Virtual Selling 52

Virtual Selling Supply Chain Value Proposition Sales 52

Arpedio

NOVEMBER 6, 2023

Sales automation software: The ultimate guide Explore the ARPEDIO platform ← Back to blog In today’s fast-paced business landscape, sales teams face numerous challenges in managing accounts, seizing opportunities, and nurturing relationships with stakeholders. Sales, a pivotal function in any organization, is no exception.

Software 52

Software Software Sales Artificial Intelligence 52

Zendesk

MARCH 21, 2022

In the world of sales, nothing’s a done deal unless there’s a signature on the dotted line. In this comprehensive guide, we’ll cover the basics elements surrounding opportunity management, including: A sales opportunity management definition. What is sales opportunity management? Until then, every deal is just an opportunity.

Management 98

Management Sales CRM Decision-making 98

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching? Table of Contents 1.

Sales 52

Sales Account Management Stakeholders CRM 52

PandaDoc

APRIL 21, 2023

However, this is sometimes easier said than done, and many sales organizations struggle to develop a strategy that gets real results. Benefits of implementing successful account management strategies Successful account management strategies enable you to build win-win alliances with your most significant clients.

Key Account Management 52

Key Account Management Account Management Management Prioritization 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

SalesGlobe

OCTOBER 10, 2023

In this article, I will touch on reasons why B2B sales teams can benefit from AI and some of the challenges teams may encounter. How AI Can Benefit the Sales Team B2B sales are often complex, with many stakeholders, intricate decision processes, and high-stakes negotiations. Below are a few of these challenges.

B2B 52

B2B Artificial Intelligence Sales Decision-making 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

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What if the biggest threat to sales teams isn't losing clients, but losing our teammates themselves?

Sales 111

Sales Acquisition Account Planning Sales Management 111

Miller Heiman Group

JANUARY 31, 2019

This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. Let’s explore three essential selling skills every salesperson should possess to maximize their long-term potential in large accounts: 1.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83