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.” Process and Methodology: Your team needs a sales process that they can follow and repeat with each prospect. executives in marketing, sales, customer success, etc).

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. Prospecting calls, providing samples or demos, and presenting solutions to decision-makers are all examples. Make sure everyone on your team takes the same approach to sales.

Sales 79

Sales Sales Leadership Leadership CRM 79

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. Increase forecast visibility: JDA increased forecast horizon from 3 months to 3 years.

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