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Account Planning

Key Account Management In Life Sciences

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space. Different health care systems, hospitals, and regional players in the space make understanding the different…

Account Planning

Sales Strategy – Three Elements Of Planning

The Pain of Static Account Planning Andy Keehn, Seth Killian, and Camela Thompson dove deep into the three core facets of planning. From territories to opportunities and accounts, everyone that is part of driving revenue in a business touches these plans. Traditional account planning systems that rely on manual, siloed spreadsheets and documents make it…

Account Planning

The Benefit Of Tracking White Space In Your CRM

Upsell & Cross-Sell From Your CRM   Implementing effective cross-selling and upselling strategies can provide tremendous benefits for growing your business revenue and building customer loyalty. By offering customers additional products or services that complement their original purchases, you can increase the revenue earned per customer, improve customer lifetime value, drive higher profit margins, and…

Account Planning

2024 State Of Account Planning: Survey Results

The State of Account Planning in 2024 2023 was a challenging year for go-to-market teams. With economic uncertainty, slowing growth, and more scrutiny on every purchase, many teams struggled to close deals and retain accounts. To better understand how teams are adapting to this new environment, we surveyed over 250 professionals across sales, customer success,…

Sales Enablement

The 2024 Guide to Nailing Sales Territory Planning

Getting Started With 2024 Sales Territory Plans Territory planning is one of the most important actions sales leaders take in 2024. Defining which regions and geographies reps will focus on. Drilling down into specific industries within those areas, and assigning the reps with specific skill sets or experience based on that process is oftentimes done…

Account-Based Selling

Account Mapping in B2B: Turn Relationships Into Revenue

The Importance Of An Account Map If 2023 taught us anything, it was that the days of spraying, praying, and spending recklessly are over. It’s important for everyone who has a role aligned with revenue to be in sync with key accounts, relevant stakeholders, 1-2 key decision makers, and the relationships that have been forged….

Relationship Mapping

Stakeholder Analysis: Engage Key Stakeholders

Introduction – Stakeholder Analysis Managing mid-market and enterprise accounts largely comes down to understanding and effectively managing stakeholders. This comprehensive guide delves into the different aspects of stakeholder analysis, providing the steps you can take to identify these people, tools, and real-world examples to empower project managers and teams so that you’re able to win,…

Account Planning

How To Build An Account Management Strategy

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty. Whether you’re part of the support team, count managers, or…