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Relationship Mapping for Your Accounts – Strategy Guide

Upland

To handle this complexity, sellers need the right tools, strategies, and methodologies to understand the people, problems and relationships that matter within an account. Typically, there can be up to 10 individuals involved in a B2B sale.

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Databook Unveils Strategic Relationship Management (SRM) Platform to Boost Enterprise Sales Productivity

Customer Think

Advanced AI & NLP empower sellers to instantly transform complex financial data and insights into deeply tailored account strategies, plans, and content using prompts, guides, and one-click downloads

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Are You Important To Your Customer?

Customer Think

We were talking about an account strategy. I have to admit, and apologize to a few folks, I lost it in a meeting today. The sales person wanted to meet with the top executives of a very large corporation. I’d been asked to help strategize this and help figure out how they attract the attention […].

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Buying Groups – How to Navigate Complex Buyer Structures

Upland

Sellers can leverage account-based selling to: Target the accounts that matter based on their ideal customer profile Pull in resources from their greater revenue team (marketing and customer service, etc.) To achieve this, revenue teams are turning to relationship mapping.

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Key account management strategy: Setting things in motion

PandaDoc

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. While it may seem like it from an altruistic perspective, treating all accounts fairly isn’t actually a viable key account strategy and doesn’t guarantee a successful relationship with your top portfolios.

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Whitespace – the missing sales metric that can mean success or failure

Upland

Most sales reviews and account summaries lack a standard way to capture potential pipeline or whitespace opportunity, much less capturing customer needs and pain points. Giving visibility to and measuring whitespace opportunities is the first step to developing an account strategy to unlock more revenue in your key customer accounts.

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Salesforce Account Planning: Turn Data Into Relationships 

Upland

While Salesforce does offer plenty of great features, many enterprises will need to complement their CRM with account planning technologies and capabilities that uniquely fit their own business challenges. Account planning as a practice is best done with Salesforce.