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. As a best practice, this revenue snapshot is a requirement in every key account plan.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

ClearPoint Strategy

FEBRUARY 11, 2022

Use our guide to make sure that your strategy meetings are the ones that people look forward to (and dare we say, the ones that are fun). After all, a key part of a successful strategy implementation process is getting everyone “rowing in the same direction.” Are you making progress toward these goals?

Meetings 98

Meetings Decision-making Leadership Facilitation 98

Hubspot Sales

JULY 1, 2019

As the number of people involved in the purchasing decision rises, so does the need for a multi-threaded, or ABS, approach. If your average sales cycle lasts three or more months, ABS makes sense. Review your closed-won accounts, most profitable accounts, least likely to churn, and so on. Historical growth.

Stakeholders 84

Stakeholders Sales Finance Decision-making 84