Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. Called “buying groups”, the reality of these multiple person buying committees points to the growing complexity of B2B selling motions. The result is to land a deal or expand business opportunities within an existing customer account. This is rarely the case.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

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. A lot has changed in those five years from new strategies and technologies, to of course the pandemic that completely changed the way we engage and serve our customers.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

B2B 52

B2B Sales Decision-making CRM 52

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role. But where do companies often have gaps?

Account Management 52

Account Management Management Account Planning Stakeholders 52

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. Who are their internal stakeholders? Grab this free easy-to-follow guide that will have you writing a successful key account plan in no time! They start picking over little details.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

ProlifIQ

NOVEMBER 9, 2022

Why You Should Care: The data shows that in most B2B selling trends, the prospect is now approaching potential vendors much later than they have in the past. According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.”

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52