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. FAQ How does an account planning tool help strategic account management processes?

Account Management 52

Account Management Management Account Planning Stakeholders 52

Account Manager Tips

JUNE 29, 2021

You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. From there, you'll create a capture plan to map out the specific steps you'll take to win that renewal. Create a joint account plan well before the renewal date.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ProlifIQ

NOVEMBER 3, 2021

If you’re not familiar, opportunity planning is what top sales reps do to strategize how they’ll find, qualify, pursue, and close a deal within a target account. It’s similar to account planning, but more focused on opportunity health vs your overall account health.,

Profitability 98

Profitability Account Planning Sales Key Account Management 98

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.

Account Management 52

Account Management Management Account Planning Co-Creation 52

DemandFarm

MARCH 31, 2023

And I look back at it and just think, that was really rubbish.” – Andrew Collings It is no longer sufficient to rely on PowerPoint presentations or rely on static spreadsheets for your Key Account Management and Account Planning. This process is made more streamlined with the help of a digital tool for account planning.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

APRIL 13, 2023

It is used by sales and account management teams to understand how customer organizations work, identify key decision-makers, and plan their course of action. The goal is to establish trust, drive sales, and help customers achieve their business objectives.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

The Chapman Group

AUGUST 23, 2020

Collaborate with “Team Members” and integrate appropriate “action items” based on survey data into strategic account plan. Close the loop” with account by including appropriate survey data analysis in ongoing “Collaborative Action Planning” with account. Negotiations. Business and financial acumen.

Account Management 78

Account Management Management Value Proposition Account Planning 78

Shapiro Negotiations

MARCH 9, 2018

Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. You may want to learn more about our negotiations skills training program.

Account Management 40

Account Management Management Negotiation Account Planning 40

Shapiro Negotiations

MARCH 9, 2018

Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. You may want to learn more about our negotiations skills training program. Find the Opportunity. Take Action.

Account Management 40

Account Management Management Negotiation Account Planning 40

Arpedio

JANUARY 5, 2024

Key Responsibilities of Account Managers Account managers are entrusted with a variety of responsibilities that collectively aim to fortify the client-agency relationship. Account management tends to engage in negotiation-oriented dialogue, driven by the impetus of strategic opportunity development.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Arpedio

OCTOBER 17, 2023

Ensure that your account managers are well-versed in your products or services, your company’s culture, and industry trends. Training should focus on communication, negotiation, and conflict resolution skills, as these are vital for managing client relationships effectively. Superior together. Enhance forecast accuracy.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Openview

MAY 1, 2018

For sales organizations, there’s simply nothing worse than losing a deal during the final proposal and negotiation stages. The sales leader spends time on the deal during 1:1 sessions, strategic account planning, and helping to quarterback the deal. No longer are budgets earmarked for a specific solution category.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

SBI

JANUARY 9, 2018

Entertain this quick thought exercise: If a sales rep picks one of their customer accounts – it doesn’t matter if it’s one of the largest or smallest – what percentage of the total possible spend related to the goods and services your company provides have they captured? Could they capture more? If so, where and how?

B2B 55

B2B Artificial Intelligence Account Planning Sales 55

SalesGlobe

OCTOBER 10, 2023

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

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

SmartKarrot

MAY 30, 2023

You will form close ties with important users and stakeholders in this capacity, manage a number of accounts across EMEA, and develop and carry out growth plans. Close deals after negotiation. You have knowledge of business continuity, crisis management, and incident management, as well as risk and compliance.

Customer Success 19

Customer Success Emotional Intelligence Stakeholders Negotiation 19

Arpedio

MARCH 26, 2024

Sales Strategy: Centers around activities and processes involved in closing deals and generating revenue, such as negotiation, contract signing, and order fulfillment. Utilizing Account-Based Selling Tools: Invest in account-based selling tools , such as ARPEDIO.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Arpedio

MARCH 6, 2024

Strategic Planning Successful account management entails more than just reacting to client requests; it requires proactive strategic planning. Account managers should develop comprehensive account plans that outline short-term and long-term objectives, strategies for achieving them, and key milestones for tracking progress.

Account Management 52

Account Management Management Prioritization Client Relationships 52

SmartKarrot

JANUARY 20, 2023

As a Director of Customer Success, you will be responsible for leading a team of 6 remote reps, focused on renewals, upsells, and expansion within existing accounts throughout North America, while also maintaining a book of 4-5 key accounts on their own.

Customer Success 19

Customer Success Onboarding Government Negotiation 19

SmartKarrot

NOVEMBER 16, 2022

You’ll build a long-term trust-based relationship, ensuring to develop and execute a strategic account plan that is aligned with the value of the client and company. Have a Growth Focus – setting a vision and associate plan for the development of a strong, growing, and profitable customer account.

Customer Success 19

Customer Success Client Relationships Profitability Performance Review 19

SmartKarrot

NOVEMBER 2, 2022

Apply here: [link] Role: Director of Customer Success Location: Remote, United States Organization: Cleverbridge As a Director of Customer Success, you will prepare account plans by collaborating closely with clients to identify current and future success goals; communicate plans to cross-functional team members and work to plans.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

SmartKarrot

APRIL 15, 2022

Negotiate effectively with customers and partners and ensure that all Limeade contractual obligations and service commitments are met. Create account plans and identify opportunities to help scale and drive growth.

Customer Success 19

Customer Success Onboarding Negotiation Leadership 19

SmartKarrot

OCTOBER 6, 2022

Account managers also conduct research and present unique solutions to assist customers in gaining tangible business outcomes. Activities of a SaaS Account Manager. A SaaS Account Manager’s work, on a day-to-day basis, includes –. Account planning. This is a foundational activity for an account manager.

Account Management 10

Account Management Management Negotiation Stakeholders 10

SmartKarrot

MARCH 9, 2021

Apply here: [link] Role: Director, Customer Success Location: Southfield, MI, US Organization: PrizeLogic As a Director of Customer Success, you will drive annual client retainer negotiations, grow client bookings and reduce churn risk of key clients – create strong client advocates.

Customer Success 10

Customer Success Negotiation Onboarding Finance 10

SmartKarrot

DECEMBER 30, 2020

Develop and implement strategic customer account plans to accommodate corporate goals. Personally manage escalations and negotiations alongside your direct reports. Work cross-functionally to advocate for customer needs and ensure proper company alignment in support of these accounts. Apply here: [link].

Customer Success 10

Customer Success Energy and Utilities Negotiation Facilitation 10

OnStrategyHQ

DECEMBER 20, 2023

Questions to Ask: What are the key non-negotiables that are critical to the company’s success? Before taking action, decide whether to create plans directly derived from the strategic plan or sync existing operational, business, or account plans with organizational goals. How will we behave?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Arpedio

MARCH 27, 2023

To prepare for complex, high-stakes negotiations, especially ones involving long- term, strategic customers, it is critical to know the context around the relationship in order to adequately formulate a strategy.

Sales 52

Sales Account Management e-Learning Decision-making 52

SmartKarrot

AUGUST 28, 2020

Role: Customer Success Manager Location: San Francisco, CA, US Organization: Talkable In this role, You will have to execute all phases of a customer’s experience with Talkable post-launch, including communication, project management, and negotiation of renewals and upsells.Develop, execute, and maintain strategic account plans and deliver quarterly (..)

Customer Success 10

Customer Success Negotiation Facilitation Account Planning 10

SmartKarrot

NOVEMBER 27, 2020

Create, execute, and oversee account plans to track customer opportunities, activities, and projects and ensure engagement by appropriate parties throughout. Setting up strategic account plans for all accounts in the portfolio including action plans, internal dependencies, engagement plans, and immediate next steps.

Customer Success 10

Customer Success Value Proposition Account Planning Onboarding 10

SmartKarrot

AUGUST 13, 2021

Role: Director of Customer Success Location: Remote, United Kingdom Organization: Founder and Lightning As a Director of Customer Success, you will be the main point of contact for commercial negotiations and escalation point for client issues. Own the team retainment & growth including executive reporting and account planning.

Customer Success 10

Customer Success Onboarding Negotiation Customer Experience 10

Upland

MAY 4, 2023

In part, it’s through focusing on the relationship, and ensuring good account planning practices. There was no need to ask the tough questions to understand the customer’s buying process so that you could align your selling activity or negotiate access to the real decision-makers to increase your win rate.

Sales 356

Sales Decision-making Negotiation Organization 356

SmartKarrot

JULY 15, 2021

Take full accountability for your accounts in all aspects from onboarding to renewal. Anticipate customer needs and proactively mitigate risk throughout the customer life cycle, ensuring a streamlined renewal and negotiation process, and ultimately positioning your accounts for growth.

Customer Success 10

Customer Success Customer Life Cycle Onboarding Performance Review 10

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. Negotiating is included here. Strategic Account Management. Account Planning. Sales Call Planning.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

SmartKarrot

APRIL 21, 2021

Assist in negotiating and maintaining services contracts, drive revenue opportunities, growth, and mitigate churn. Drives measurable continuous service improvement and manage service improvement plans where appropriate. Contribute towards overall account planning and strategy. Apply here: [link].

Customer Success 10

Customer Success Negotiation Leadership Account Planning 10

SmartKarrot

MAY 18, 2021

Co-lead Lead (along with VP sales) product demos, pilot discussions, and contract negotiations. Contribute to the Go-to-Market plan, including sales strategy, product design, customer targeting, selling approach, pricing model, selling materials, etc. Achieve quarterly targets on renewal sales.

Customer Success 10

Customer Success Onboarding Negotiation Account Planning 10

SmartKarrot

APRIL 22, 2021

Map your customer organizations and develop strategic account plans for renewal and expansion opportunities. Build and manage the entire sales cycle from qualifying to scoping the opportunity, building relationships, negotiating, and closing business.

Customer Success 10

Customer Success Negotiation Account Planning Onboarding 10

Louise Collins Associates

NOVEMBER 24, 2017

This should be a non-negotiable principle of KAM in any organisation. But if your current key account team is only represented by sales or marketing roles, then you need to rethink. They are accountable for the delivery of the sales team actions against the account plan, in line with commercial goals.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Arpedio

MARCH 27, 2023

Negotiation/Review 8. The pipeline stages typically include more or less variants of the following: 1. Prospecting 2. Qualification 3. Value Proposition 4. Identify Decision Makers 5. Perception Analysis 6. Proposal/Price Quote 7. Closed Won/Lost The above 8 bullets are Salesforce’s out-of-the-box opportunity stages.

Software 52

Software Software Management Sales 52