ProlifIQ

NOVEMBER 9, 2022

According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.” This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Brooks Group

DECEMBER 27, 2022

We often hear of sales managers tracking how many calls a salesperson makes without making a distinction between the type of calls being made. If your CRM doesn’t differentiate between the type of call made, then a sales rep may very well be busy engaging in low-gain activities (more on that in a bit).

Sales 78

Sales Sales Leadership Leadership CRM 78

Revegy

JULY 17, 2018

A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

SBI

APRIL 4, 2018

Sales managers use the output from the tools to shift the emphasis of their interventions towards coaching, and business leaders have detailed data at their fingertips to inform decision making. For many companies the lack of forecast accuracy is hampered by low predictability and consistency in their pipeline decisions.

B2B 20

B2B Sales Decision-making Account Planning 20