solutions business-outcome-planning 
Strategic Account Management Association
SEPTEMBER 13, 2021
In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable. 2: Reset your shared success plan. Why is this important?
Upland
JANUARY 29, 2024
Why account planning is essential to boost sales productivity Account planning is the process of mapping out key aspects of a potential customer or account. Without account planning, the sales process is reduced to putting basic facts and information into a proposal and emailing it to the prospect. Rather, it’s about people.
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Mike Kunkle
DECEMBER 21, 2023
The desire to feel understood is one of the deepest-seated human needs and it applies in business, as well. This minor tweak not only maximizes efficiency but also enhances the likelihood of engaging with prospects who align with your solution and growing your current accounts. Research them. Create a Customer Advisory Board.
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. They must feel certain about the outcomes of their strategic efforts. But how do you do it?
Upland
NOVEMBER 27, 2023
You need to know your customer because customers buy outcomes. You want to inspire the prospect to act by showing them what your solution will be able to do for them. An initiative is a project your customer is undertaking (or planning to undertake) in order to overcome their pressures and meet their goals.
Mike Kunkle
NOVEMBER 23, 2023
Click the image to see a larger and expanded version, with the systems] Based on the maturity level of enablement and your business environment and context (see this post for more on the flavors of sales enablement ), at a minimum, you should include training, content, tools, and ensure coaching is occurring. See this chart.)
Upland
MAY 4, 2023
Honest Abe knew the value of not launching head-first into something without a considered plan of attack. How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? After all, account planning is an ongoing, iterative process. Not necessarily.
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