Upland

OCTOBER 21, 2022

Account planning has never been so necessary – or so challenging – to get right. When used effectively, account planning benefits businesses by delivering more revenue, happier customers, and more effective sales teams. . But what exactly is account planning, and why is it so important in 2023? .

Account Planning 195

Account Planning Leadership Software Software 195

DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Upland

JUNE 15, 2023

You know that you need to find the best account planning software for your team. In this Guide this guide, we’ll walk you through some of the elements that make up a powerful account planning software – what it is, and isn’t. What does account planning technology do? But how do you do it?

Account Planning 195

Account Planning Software Software Organization 195

Upland

MARCH 13, 2023

In fact, having the right methodologies and best practices in place throughout the entire sales process, married with the right technology, can make sales forecasting look a lot more like an exact science. It is no longer about guesswork.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

ProlifIQ

FEBRUARY 8, 2023

This is because much of the data they need and the list of tasks they must execute is hiding in a massive 100-slide deck the average sales team wouldn’t dare touch (or just forget that it exists). For example, the CRM can show the results of previous account plans and identify areas where improvements can be made.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

KAM With Passion

NOVEMBER 3, 2020

Is the sales structure adequate or do you need to redesign sales territories, move small accounts to distribution or inside sales, or accelerate the development of e-commerce? Work with your sales managers on the sales management system. Focus on Customer Targeting and Account Planning.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

Brooks Group

SEPTEMBER 7, 2023

At The Brooks Group, we help clients foster the culture, motivators, and sales training to implement strategic sales account plans and support sales team members as they go after new, and often larger, accounts. Plan First, Then Execute President Dwight D. Plan First, Then Execute President Dwight D.

Account Management 52

Account Management Management Account Planning Sales 52

Sales Outcomes

OCTOBER 4, 2022

Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

Engage Selling

NOVEMBER 29, 2019

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More »

Account Management 88

Account Management Management Account Planning Sales Management 88

Arpedio

SEPTEMBER 22, 2022

ARPEDIO Account Planning & Relationship Mapping. ? Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. ARPEDIO Account Planning. Putting PowerPoint account plans completely behind them. www.aggreko.com.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

SEPTEMBER 22, 2022

ARPEDIO Account Planning & Relationship Mapping. ? Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. ARPEDIO Account Planning. Putting PowerPoint account plans completely behind them. www.aggreko.com.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Sales Latitude

AUGUST 2, 2018

Whenever I coach sales people and sales managers, I ask them specific questions to see how much they know about their customers and prospects, with an eye towards understanding the quality of their pipeline. Do Thorough and Proactive Account Planning. Sure, ok – that’s true. But that’s not the whole picture.

Account Planning 76

Account Planning Sales Facilitation Leadership 76

Hubspot Sales

SEPTEMBER 16, 2020

To others still, it means a key account plan. We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively.

Account Management 130

Account Management Sales Account Planning CRM 130

Sales Outcomes

SEPTEMBER 13, 2021

Sales Managers’ Responsibilities Fall into Three Different Areas: . Performance Management. During the peak of the 2008-2009 financial crisis, many organizations thinned sales manager positions as part of the effort to cut costs. The more salespeople added the more challenging the sales manager jobs become.

Sales 52

Sales Account Planning Performance Review Sales 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 31, 2023

(Source: The Forrester Tech Tide : B2B Sales Technologies, Q1 2023) The Invest quadrant of the Tech Tide encompasses six B2B sales technologies that are increasingly becoming essential components of modern sales and revenue engines. Why Invest in Account-Based Selling (ABS) Technologies?

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

Hubspot Sales

JULY 22, 2020

This tool allows sales managers to analyze the email productivity of their reps. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.” Demand Metric Key Account Planning. EmailAnalytics. Pricing: Starts at $5/user/month.

Account Planning 117

Account Planning Sales CRM Prioritization 117

Miller Heiman Group

JUNE 30, 2020

In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. If before we thought that sales managers were running on sand rather than on pavement , they’re now treading quicksand.

Prioritization 78

Prioritization Sales Management Account Planning Account Management 78

Revegy

APRIL 21, 2021

Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Account Planning & Execution : We can’t always be chasing the next new deal. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

Sales Outcomes

APRIL 17, 2023

Sales leaders with a span of control of 5 to 8 direct reports would be lucky to have two hours a day in an average week for thinking, coaching salespeople, and conducting pipeline, forecast, or account plan reviews. Not a pretty picture, right?

Sales 52

Sales Account Planning Meetings Sales Management 52

Arpedio

SEPTEMBER 25, 2023

It’s a decision that can significantly impact your sales strategy and customer relationships. Difference between a Key Account Manager and a Sales Manager Now, naturally the roles of a Key Account Manager (KAM) and a Sales Manager are also distinct, each with its unique set of responsibilities and focus areas.

Key Account Management 52

Key Account Management Account Management Management Sales 52

Engage Selling

MARCH 15, 2018

We introduced a quick concept to his sales managers around account management and proper account planning. Last year, I was at an extended leadership team meeting for one of my best clients. After the meeting, I approached them and said, … Read More »

Account Planning 48

Account Planning Account Management Leadership Meetings 48

PandaDoc

APRIL 21, 2023

Formalize key account management The CSO Insights 2017 Sales Enablement Optimization Study found that only 33.1% of organizations use a formal approach to key account management, where they require their salespeople to develop strategic account plans. More than 10% do no account planning whatsoever.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. Manager enablement is critical, too often ignored, and far larger than the block size conveys.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Sales Management Plus -- SMP

OCTOBER 30, 2023

With just a few clicks your sales rep can generate a similar list, but this time also connect it to sales data, create and manage account plans, create new activities and use advanced mobile tools while they are out of the office. However, with SMP you can go far beyond that.

Suppliers 52

Suppliers Sales Profitability Decision-making 52

Sales Outcomes

OCTOBER 17, 2022

Sales playbooks also accelerate the onboarding of new hires and provide a framework for sales managers to accelerate pipeline quality and advance deals to closure through coaching. Alas, two things are never “finished” in sales – account plans and playbooks.

Value Proposition 52

Value Proposition Sales Onboarding Account Planning 52

Hubspot Sales

AUGUST 25, 2018

The average rep tenure sits at 18 months and the average time a rep spends as an SDR prior to an account executive promotion is between 13-18 months. It's not much of a leap to say reps are impatient for a promotion and jump ship before their managers get the chance to offer them one. What Can Sales Managers Do About Sales Retention?

Sales 111

Sales Acquisition Account Planning Sales Management 111

Revegy

APRIL 21, 2021

Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Account Planning & Execution : We can’t always be chasing the next new deal. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 59

Stakeholders Account Planning Decision-making Leadership 59

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. This requires collaboration and a well-documented account plan. . Account Visibility = Agility.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Hubspot Sales

JANUARY 13, 2021

This ownership, sometimes called sales accountability, is how sales managers prepare their teams for success by giving them all the information, tools, and training they need to succeed and meet quotas. How to Create and Encourage Sales Accountability. Use Accountability to Create a Culture of Success.

Sales 119

Sales Sales Training Performance Review Meetings 119

Sales Outcomes

APRIL 19, 2021

They contain the best practices, messaging, strategies, tactics, knowledge, and tools that the sales team needs to execute the go-to-market strategy. Sales playbooks help onboard new hires and provide a framework for sales managers to accelerate pipeline quality and advance deals to closure through coaching.

Value Proposition 52

Value Proposition Sales Account Planning Onboarding 52

Janek Performance Group: Account Planning

MARCH 8, 2022

So, if your sales manager has informed you a price increase is on the horizon; this article will outline what account executives can do to minimize the impact and retain your clients. Manage Your Emotions. First, it will reflect poorly with your sales manager and could impact how your organization perceives you.

Supply Chain 52

Supply Chain Sales Management Management Meetings 52

SalesPop

MAY 7, 2021

We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. A project is primarily made up of objectives.

Account Management 98

Account Management Management Innovation Account Planning 98

Sales Outcomes

APRIL 12, 2021

The same applies to sales management. Below is an example of sales motions required to achieve desired new customer acquisition results: . An essential aspect of the above example is to monitor the key sales motions (behaviors) in the CRM so that the salesperson and sales manager have visibility to motion progress.

Sales 40

Sales CRM Acquisition Account Planning 40

Openview

MAY 10, 2019

Very often you will find that—despite increasingly hectic schedules—sales executives want to learn, but only have time for easily-consumable training targeted to their specific learning needs. This feedback, coupled with direction from sales management on the business needs and KPIs that matter most (e.g.

Sales 88

Sales Account Planning Digitalization Innovation 88

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. Marketing and sales teams should revisit the types of leads that are converting.

Sales 52

Sales Prioritization Account Planning Decision-making 52

SBI

NOVEMBER 13, 2019

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight. Account Planning.

Account Planning 24

Account Planning Sales Sales Management Acquisition 24