Upland

OCTOBER 17, 2023

How does AI help sales teams with account-based selling? Account-based selling ( ABS ) rallies your revenue team around strategic, high-value accounts. Finding key accounts Building a target account list? AI then uses these factors to determine which accounts you should target. Here’s how.

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Upland

APRIL 26, 2022

Altify’s Spring ’22 release introduces Altify Account Plan: a long-awaited capability that’s included for all Account Manager customers. With Altify Account Plan, sellers can start building pipelines faster by working directly at the account level in Salesforce to understand people, problems, and potential.

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Account Planning Account Management Management Customer Success 39

Strategic Account Management Association

FEBRUARY 3, 2022

And second, while no one is immune to these challenges, the strategic account planning approaches that drive success today aren’t unique to any particular industry or business size. But how, exactly, we do that—how we build account planning motions that drive real wins—rests on the twin pillars of people and problems.

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Account Planning Supply Chain Prioritization Digital Transformation 400

Upland

JULY 9, 2020

The reality of today’s digital-first world is that customers are already in the center of your business – whether prospects and existing accounts. Instead, think about sales optimization strategy and account based strategy in order to align sales processes to customer journeys and help your customers capture value in every interaction.

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Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. And it should almost always look different to their strategy for smaller accounts. There are many reasons for this.

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Upland

AUGUST 24, 2020

These questions are distinct, but the heart of each one is the same: How effectively has the team been able to build relationships in the account? Mapping the revenue team to their peers in the account, and understanding how much coverage you have and how the people you’re interacting with buy is now mandatory.

Decision-making 195

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Upland

JUNE 14, 2023

And how can account planning help? In this article, we’ll dive deeper into each of these areas to uncover what chief revenue officers can do to address some of their most pressing issues, and how an effective account planning practice can help. What are the top challenges facing chief revenue officers and sales leaders in 2023?

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Upland

JANUARY 26, 2020

How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? According to McKinsey, “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when they undertake a digitally focused account planning strategy.

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Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. This is a seller’s advantage.

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Hubspot Sales

JULY 22, 2020

Another gamified sales performance tool, Spinify automatically awards reps with points, levels, and badges based on CRM and email activity , creating healthy competition and accountability. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.” Upland Altify.

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Account Planning Sales CRM Prioritization 113

SBI

OCTOBER 23, 2017

Altify @altifyinc Altify is the digital sales transformation software company, helping sales teams win the deals that matter and increase wallet share with a suite of software products that improve opportunity and account management. Altify @altifyinc. OpsPandaInc. ClearSlide @ClearSlide. Adobe @AdobeDocCloud.

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Sales Prioritization B2B Software 56

Upland

JULY 10, 2023

Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions. It takes hard work to uncover the hidden lines of influence within an account. Elevate team collaboration and build customer intimacy directly within Salesforce. Sellers can still build meaningful relationships that deliver mutual value.

Decision-making 195

Decision-making B2B Account Planning Software 195

Janek Performance Group: Account Planning

JULY 25, 2023

As such, they often prioritize new accounts. This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts. Here, 72 percent of respondents said that account planning increased their understanding of their clients’ business.

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Account Planning Prioritization Decision-making Organization 52

Hubspot Sales

MARCH 21, 2019

Source: Altify. He continues, "Not taking careful account of how quickly something went from opportunity to opportunity to demo to price negotiation to contract really hurt us." This extended sample period accounts for variables such as seasonality or an unusually long deal. The four factors of sales velocity.

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Upland

MAY 4, 2023

At Upland Altify, we think about velocity a lot. In part, it’s through focusing on the relationship, and ensuring good account planning practices. Book some time with an Upland Altify sales expert to find out how you can increase your sales velocity this year. Velocity is the speed of something moving in any given direction.

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Sales Decision-making Negotiation Organization 356

SBI

NOVEMBER 1, 2017

Altify – Donal Daley’s book launch at Novela. They serve up accounts that are ready-to-buy, (those that are actively in-market for specific products). Here’s where I’ll be: Monday 6th. 7:00-8:00 p.m. Register in advance if you’d like to go. Tuesday 7th. Breakfast, lunch, cocktails, speakers.

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Meetings Software Software Organization 55

Upland

MAY 5, 2023

It’s all about putting your strategy for an account first, and everything else will fall in place. Being a trusted advisor is how you get into that room. In Not Just Another Vendor, the latest, indispensable book on account planning to come out of Altify, we learn about one seller who took a long time to learn this lesson.

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

Upland

JUNE 15, 2023

You know that you need to find the best account planning software for your team. In this Guide this guide, we’ll walk you through some of the elements that make up a powerful account planning software – what it is, and isn’t. What does account planning technology do? But how do you do it?

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