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

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.

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Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. Our contacts and stakeholders just aren’t making decisions – How do we deal with their disengagement and getting pushed back and back while they still expect more from us?

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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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Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

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Stakeholders Decision-making Innovation Business Growth 52

Strategic Account Management Association

AUGUST 6, 2021

Commercial Excellence: supports organizational and talent needs, develops and makes available dedicated competency models meeting the requirements of the SV&I organization. Executive Sponsorship: Maps key customer stakeholders to executives and experts inside Aramex. Three additional processes are in incubation.

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Supply Chain Logistics Co-Creation e-Learning 520

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

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Stakeholders Account Management Client Relationships Decision-making 52

ProlifIQ

MAY 14, 2021

If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously. Let’s cover some of the approaches top sales teams take when taking on high-value accounts. First, Understand the Essentials of a Strong Account Planning Strategy.

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ProlifIQ

JANUARY 18, 2022

First, Here’s Why You Shouldn’t Sell Without a Key Account Plan. To provide context, we need to quickly go over why key account plans are vital – and how no top-performing sales org leaves home without them. Account-based selling is all about pursuing business now and down the road. It’s a must-have.

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Arpedio

JUNE 2, 2022

How GUBI went from limited account insight to complete stakeholder visibility. Prior to teaming up with ARPEDIO, the main challenge for GUBI was too little visibility into accounts and stakeholders. The organization as a whole simply didn’t have the full insight potential it desired into its customers and stakeholders.

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ProlifIQ

MAY 14, 2021

If you incorporate an innovative, account planning strategy into your routine, your chances of success go up tremendously. Let’s cover some of the approaches top sales teams take when taking on high-value accounts. First, Understand the Essentials of a Strong Account Planning Strategy.

Account Planning 52

Account Planning Innovation Stakeholders B2B 52

Upland

MARCH 23, 2023

This can happen in one of a few ways: Account Planning to Counter Sandbagging A strong account planning practice starts with consistency. In addition to helping teams gain a holistic view of their accounts, the right account planning software can help teams see sandbagging warning signs early on.

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Account Planning Sales Decision-making Sales Environment 195

Quip

NOVEMBER 17, 2020

But what about really complex processes like – account planning, close plans, and account transitions. Plug these into Salesforce now so your sales teams can launch and execute on: Account plans. Account transitions. Customer meeting notes. Territory plans. Mutual success plans.

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Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. This is part of the mindset shift required to become effective at relationship management and is also a key aspect of account planning.

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Brightbridge Consulting

AUGUST 5, 2021

We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. A face-to-face meeting is planned! The post Meeting up? The Global programme for Vetoquinol is complete and is being rolled out. The Research group Gartner have recently reported that 70.3%

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Upland

APRIL 20, 2023

Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts. Through a combination of best practices, relationship mapping, and account planning, sellers and account managers can retain their status as trusted advisors, and keep the howling, lone wolves at bay.

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Account Management Management Account Planning Decision-making 195

DemandFarm

APRIL 8, 2024

An account manager needs to keep a tab on several parameters while reaching out to different personas today to simply break through the everyday clutter. This is possible at scale provided the account manager has neatly laid out relationship goals for all the stakeholders in the account, especially the buying committee.

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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.

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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.

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Account Management Management Account Planning 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.

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Account Planning Suppliers Profitability Decision-making 40

Upland

JULY 12, 2023

It moved us from talking about qualification to talking about account planning more broadly. Rigorous qualification is a foundational pillar of account planning because it’s the only way to focus your attention on building real, mutually beneficial relationships. It moved us in the right direction,” says Sarah.

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Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. Schedule a discovery meeting as soon as possible to figure out what their priorities are. Who are their internal stakeholders? One Page Key Account Plan Guide & Template.

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Arpedio

DECEMBER 22, 2023

December 23 What are the essential prerequisites a sales team must meet before a company should consider scaling their sales force? Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

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Account Planning Stakeholders Account Management Communication 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?

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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.

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ProlifIQ

FEBRUARY 8, 2023

Where are you as a company not meeting business requirements for your customers? This is essentially the industry standard way a sales team and customer success managers think about account management. For example, the CRM can show the results of previous account plans and identify areas where improvements can be made.

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Account Planning CRM Customer Success Decision-making 52

ProlifIQ

NOVEMBER 9, 2022

That means when a conversation begins with your selling team, it can be assumed that most of these people aren’t going into their first discovery meeting blind. As a seller, this means you must also be consultative and understand not just your own product, but also the competitive landscape within each target account.

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Account Manager Tips

OCTOBER 11, 2021

Do this instead: Plan your week around your priorities. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. Commit to targets Plan activities Coordinate resources Manage risk Get results. Warwick Brown // Account Manager Tips.

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ProlifIQ

FEBRUARY 23, 2023

This will give you insight into the other players you’ll want to connect with and primes them to understand your solution affects multiple functions/stakeholders. This puts you in a position to bring a distinct POV to those stakeholders you just uncovered. Should we invite Nancy to our next meeting to cover that?”

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Account Manager Tips

JULY 6, 2022

You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. You can work with your stakeholders in real time to unlock conversations, insights and ideas. It can take 12 to 18 months to design and implement initiatives (and to see results).

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Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Create recurring milestone meetings 11. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process.

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Key Account Management Account Management Procurement Communication 130

ProlifIQ

FEBRUARY 13, 2023

This is especially critical when dealing with large accounts with the potential to upsell. 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.

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Arpedio

JANUARY 9, 2024

Ready to streamline your account planning? Try ARPEDIO's Account Planning tool. Metrics and KPIs guide Account Managers in allocating resources effectively, ensuring that efforts are focused on activities that yield the highest return on investment and contribute to overall account success. Let's talk!

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Account Management Management Client Relationships Account Planning 52

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things. Who are your stakeholders, and what floats their value boat?

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Suppliers Shareholders Stakeholders Decision-making 246

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

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Key Account Management Account Management Management Value Proposition 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? “We

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Account Planning Suppliers Decision-making Leadership 195

DemandFarm

MARCH 31, 2023

Ensuring the entire organization is part of the change, making everyone an advocate and engaging the whole team will in turn make the adoption of Digital Key Account Management easier. The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process.

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