Strategic Account Management Association
DECEMBER 3, 2020
9-11, 2020), we pulled together a group of the smartest, most sophisticated observers, students and practitioners of strategic account management for a conversation on “The Future of SAM.” Highlights are presented below, and the full panel is available on demand by registering for the virtual conference here. Want more?
ProlifIQ
FEBRUARY 23, 2024
The State of Account Planning in 2024 2023 was a challenging year for go-to-market teams. With economic uncertainty, slowing growth, and more scrutiny on every purchase, many teams struggled to close deals and retain accounts. As companies mature, digital channels for researching account planning tools also diversify.
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.
ProlifIQ
SEPTEMBER 6, 2022
The Myth of Account Planning. Most people relate account planning to something like a quarterly business review (QBR), where sellers and leaders will give an in-depth presentation on the state of their top accounts. After all, sales is all about building relationships. Develop a Standardized Process.
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?
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.
Louise Collins Associates
JULY 20, 2017
What makes an account plan great? For me, a great account plan is something that tells the account story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles. A great account plan should present a clear story.
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