SalesGlobe

FEBRUARY 11, 2021

When I hear the words “strategic account planning” in a meeting, I usually notice a range of involuntary visceral reactions, from understated moans to eye-rolls and furrowed brows. Nobody thinks of account planning as aspirational. Aspirational account planning revolves around how you think about and with the customer.

Account Planning 52

Account Planning Supply Chain Value Proposition Account Management 52

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.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. So, what do you plan to do about it? Sales and company leaders, imagine you are a ship captain. Back to being a sales leader. Now, let’s go back to your real life as a sales leader.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. This insight enables Thales to align their offerings with the unique needs of each account.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Arpedio

APRIL 30, 2024

What is Value Selling? Value selling is a sales approach that can revolutionize the way you sell. Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. So, why does value selling matter?

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Account Manager Tips

MAY 25, 2021

Before we get to that, let me explain how key account management became a business strategy. Key account management origin story Once upon a time, not only did sales reps win the client, they also supported them long after the deal was done. Sales people won the clients. Key account managers kept them. Kurzrock, W.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

The Chapman Group

DECEMBER 8, 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. Economic Value Propositioning (ROI calculations).

Account Management 133

Account Management Management Value Proposition Account Planning 133

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

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

JUNE 20, 2021

It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). A well designed competencies reference framework allows to assess the competencies of each Key Account Manager, whatever their degree of experience.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Arpedio

OCTOBER 11, 2021

Define the role of your KAMs or SAMs as leaders in your business SAMA offers a vital community to accelerate KAM programs It’s Strategic Account PlannING, not Account Plan Digital has permanently transformed the KAM role. SAMA is an industry resource and community for KAM and SAM sales personnel and leaders.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

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. Solution Value Proposition. Buyer Personas.

Value Proposition 52

Value Proposition Sales Account Planning Onboarding 52

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. AI tools to augment the SAM might include: Integration of AI in the sales process to streamline and optimize. White spot analysis to identify gaps in the account approach.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

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

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

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. Economic Value Propositioning (ROI calculations).

Account Management 78

Account Management Management Value Proposition Account Planning 78

ProlifIQ

NOVEMBER 9, 2022

The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus. 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.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Blue Canyon Partners

JUNE 17, 2021

Build the Case – Does our offering have a clear value proposition targeting priority segments that economically benefit customers ? Sales & Marketing Planning – Do we have the right plans in place to execute our strategy? Related reading – Is Your Sales Organization Equipped to Deliver Your Strategy?

Value Proposition 52

Value Proposition Acquisition Profitability Suppliers 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

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. Create a career development plan.

Account Management 246

Account Management Key Account Management Management Suppliers 246

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!

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

APRIL 29, 2024

Embracing technology appears as an imperative for success in Strategic- and Key Account Management The Preferred Account-Based Selling Platform Our platform provides visual org charts, stakeholder relationship heat maps, up-to-date account plans, recommended next-best actions, accurate weighted pipelines, and white space analysis.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Arpedio

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. Contrast this with the dynamic nature of account-based selling.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 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 7, 2022

Why Account-based marketing (ABM) is essential to your business. For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. So, why do so many strategic/key account management (SAM/KAM) programs not integrate with ABM? March 4 2021.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

Account Manager Tips

JUNE 29, 2021

Create capture plans. Create a plan that outlines the steps that will lead to customer renewal. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

APRIL 29, 2024

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. By targeting decision-makers, you can ensure that your efforts are focused on individuals who can actually move the sales process forward.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Openview

MAY 1, 2018

For sales organizations, there’s simply nothing worse than losing a deal during the final proposal and negotiation stages. For nearly every enterprise sales cycle, considerable time (and monetary) investments are made: Finance and legal teams work hard on contracts, proposals, and revisit redlines.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

DemandFarm

AUGUST 11, 2023

Account-based marketing or ABM is one such strategy that is aligned with account-based sales to target high-value accounts with personalized and targeted campaigns. To ensure an engaging and personalized experience for your key accounts, you have to ensure that marketing and sales are on the same page.

Digitalization 52

Digitalization Artificial Intelligence Advertising Customer Experience 52

OnStrategyHQ

DECEMBER 20, 2023

Questions to Ask: What do you do well (in sales, marketing, operations, management)? Do your customers still value what is being delivered? How do your value propositions stack up in the marketplace? To reach our outcomes, what value must we provide to our customers? What is our value proposition?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

MARCH 18, 2019

As professional services firm BTS points out , key account programs often lead to increased costs and lower margins. But if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships. The Benefits of Key Account Management. Key Account Management Strategy.

Key Account Management 128

Key Account Management Account Management Management Account Strategy 128

SmartKarrot

MAY 12, 2023

Account Plan Development An essential element of KAM is developing customized, actionable, and measurable account plans. These plans outline the specific objectives, strategies, and tactics for each key account, ensuring the customer and the organization are aligned toward common goals.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Hubspot Sales

MAY 19, 2020

Of all the steps involved with starting an ABM strategy, the one that usually stops people in their tracks is picking the best target accounts. In fact, equipped with the right approach, marketing and sales teams can pick their accounts together in as little as an hour. But, it doesn’t have to be hard.

Decision-making 117

Decision-making Management Acquisition Value Proposition 117

SalesGlobe

APRIL 19, 2022

So, what does this mean for sales, and why should sales professionals and partners of the sales organization care? The first thing a sales leader must do is to proactively engage in how the due diligence and information gathering is being conducted to ensure the specific information they need is being gathered.

Acquisition 52

Acquisition Sales Decision-making Communication 52

Arpedio

JULY 12, 2023

Account-Based Marketing (ABM) vs Account-Based Selling (ABS) ← Back to blog In the ever-evolving sales ecosystem, businesses are continuously embracing new approaches to stay ahead of the competition. ABM is usually led by Marketing, and ABS is often a cooperative effort between Marketing and Sales. Let's talk!

Marketing 52

Marketing Advertising Decision-making Communication 52