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

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

Get started today Identifying Customer Value In order to succeed in sales, it is crucial to identify and understand the customer’s pain points. By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

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

KAM With Passion

NOVEMBER 3, 2020

Are they able to bring value at each stage of the buying process or are they in a hard selling mode which annoys the customer? Focus on Customer Targeting and Account Planning. This requires a solid Commercial Segmentation (also called Customer Targeting) and excellent Account Planning.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 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. The mindset shift from account plans to account planning is essential.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

KAM With Passion

JUNE 20, 2021

For Key Account Managers, although this representation is somewhat oversimplified, it is essentially about mastering the design and implementation of a relevant and impactful Key Account Plan and overcoming the challenges of implementation. Basic – Module 1: KAM Strategy & Methodology, Module 2: Key Account Planning.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

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

Blue Canyon Partners

JUNE 17, 2021

Build the Case – Does our offering have a clear value proposition targeting priority segments that economically benefit customers ? While the company had a strong offering and a well-informed value proposition, they were unable to build a robust pipeline of new opportunities. Implementation.

Value Proposition 52

Value Proposition Acquisition Profitability Suppliers 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

ProlifIQ

NOVEMBER 9, 2022

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. Only then can you put together a true value proposition for each unique buyer. Here is where account planning can really make or break your selling strategy.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 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

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

MARCH 26, 2024

Value Proposition: Clearly articulate the value proposition of the proposed solution, highlighting the benefits, advantages, and return on investment (ROI) it offers. Personalizing Outreach: Tailor your outreach efforts to resonate with the unique needs and challenges of each target account.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

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. This approach helps maximize revenue potential and strengthen the account’s overall value proposition.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Sales Outcomes

OCTOBER 17, 2022

Alas, two things are never “finished” in sales – account plans and playbooks. They can empower salespeople to engage customers at every touchpoint and ensure wins aren’t random and that losses can be traced back to when things went wrong.

Value Proposition 52

Value Proposition Sales Onboarding Account Planning 52

Sales Outcomes

APRIL 19, 2021

Alas, two things are never “finished” in sales – account plans and playbooks. Solution Value Proposition. Sales playbooks help onboard new hires and provide a framework for sales managers to accelerate pipeline quality and advance deals to closure through coaching. Ideal Customer Profile. Buyer Personas.

Value Proposition 52

Value Proposition Sales Account Planning Onboarding 52

Mercuri International

JULY 1, 2021

An interesting academic study from 2019 looked at seven separate ‘elements of internal alignment’ – shared values, style, skills, staff, strategy, structure, and systems. Thus, making internal alignment central in KAM in order to exchange value and serve the key accounts (KA) long-term.”.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

Account Manager Tips

JUNE 29, 2021

Create a joint account plan well before the renewal date. How does their message and value proposition differ from yours? Include a SWOT analysis in your account plan. Improve your client's bottom line through cost reduction and cost avoidance. Recalibrate every quarter and remember to celebrate success.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

MARCH 7, 2022

ABM should be customer-led and team-enabled Sales and marketing need to co-orchestrate the account plan Mapping out the customer journey is absolutely crucial ABM starts with a mindset change and management needs to support this cultural shift Watch the LinkedIn Live session here. Key takeaways.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

Sales Outcomes

AUGUST 30, 2021

Customer satisfaction and customer churn/defections are metrics that provide an early warning to fundamental problems in your company’s value proposition. Sales leaders give less attention to account planning, CRM data quality and hygiene, lead management, and opportunity management.

Virtual Selling 52

Virtual Selling Supply Chain Value Proposition Sales 52

OnStrategyHQ

DECEMBER 20, 2023

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? To provide value, what process must we excel at to deliver our products and services?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

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

APRIL 29, 2024

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.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

DemandFarm

AUGUST 11, 2023

Marketing can create customized marketing plans to create targeted campaigns for your high-value accounts. Both marketing and sales must work together at every step including reviewing the account plan and building successful campaigns. “ Sales teams and marketing assets are means to create an experience for the customer.

Digitalization 52

Digitalization Artificial Intelligence Advertising Customer Experience 52

Account Management Skills

AUGUST 24, 2021

So think strategically about the customer, which can also mean that we are building account plans, for example, we’re looking at the org chart to understand who’s who are the relationship map, who’s who within the organisation. Some of that is the templates on building engagement plans or account plans.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Hubspot Sales

MARCH 18, 2019

According to RAIN Group , the biggest difference between high performing companies and everyone else is an effective account planning tool. A key account plan helps you identify the greatest possibilities for growth, potential roadblocks, threats from the competition, and more.

Key Account Management 123

Key Account Management Account Management Management Account Strategy 123

Openview

MAY 1, 2018

The sales leader spends time on the deal during 1:1 sessions, strategic account planning, and helping to quarterback the deal. Let’s take a look at 3 of those biggest factors: Factor #1: The Solution’s Value Wasn’t Properly Established Up Front.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

Arpedio

AUGUST 22, 2023

Showcase your value proposition clearly: Keep tabs on your clients’ satisfaction and let them know about any exciting upgrades your company has in store. Continuously reinforce the value your products or services bring to the table. Account Management Build powerful account plans in Salesforce.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Hubspot Sales

MAY 19, 2020

website smart content, targeted ads, social media, personalized email) that matches the same value propositions that Sales is using. Mark the companies associated with the largest active deals as target accounts. Then, create simple account plans for each deal and deploy content accordingly.

Decision-making 113

Decision-making Management Acquisition Value Proposition 113

SmartKarrot

APRIL 7, 2023

Operational account planning, including capacity planning and account segmentation. The staff should be coached, mentored, and guided in building consultative and problem-solving account skills. Delivers the value proposition clearly. Assemble and keep a top-performing team.

Customer Success 19

Customer Success Value Proposition Account Growth Acquisition 19

SmartKarrot

APRIL 7, 2023

Operational account planning, including capacity planning and account segmentation. The staff should be coached, mentored, and guided in building consultative and problem-solving account skills. Delivers the value proposition clearly. Assemble and keep a top-performing team.

Customer Success 19

Customer Success Value Proposition Account Growth Acquisition 19

SmartKarrot

JANUARY 21, 2022

Represent Customer Success at leadership and executive meetings to deliver an organization value proposition to drive new business and positive outcomes. Monitor and report monthly on the overall customer health, productivity, adoption, expansion opportunities, and execution of Customer Success Plans.

Customer Success 19

Customer Success Value Proposition Leadership Account Planning 19

Account Manager Tips

MAY 25, 2021

You must align everyone in the supplier organization to your key account management strategy and put supporting processes in place. Value proposition. Create a differentiated value proposition for key accounts. What are the contingencies to manage the risk of defection for key accounts?

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

SmartKarrot

AUGUST 26, 2021

Create, execute, and oversee account plans to track customer opportunities, activities, and projects and ensure engagement by appropriate parties throughout. Effectively articulate value propositions, create interest, and generate excitement through customer presentations.

Customer Success 19

Customer Success Value Proposition Account Planning Onboarding 19

SmartKarrot

NOVEMBER 27, 2020

Create, execute, and oversee account plans to track customer opportunities, activities, and projects and ensure engagement by appropriate parties throughout. Effectively articulate value propositions, create interest, and generate excitement through customer presentations.

Customer Success 10

Customer Success Value Proposition Account Planning Onboarding 10