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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…

Sales Enablement

Three Strategies Rev Ops Can Use To Grow Key Accounts

The Role of Revenue Operations in Growing The Business Revenue operations professionals play a pivotal role in connecting the dots in an organization, between people, processes, strategy, reporting, and more. They analyze critical data and metrics to identify areas for improvement and implement strategies that drive revenue growth from pre-purchase through the expansion of customer…

Account Planning

How to Build a Land and Expand Strategy

Introduction: In the dynamic landscape of B2B sales, adopting innovative strategies is essential for sustained growth and profitability. One such strategy gaining popularity among sales and customer success leaders is the “land and expand” approach. This method focuses on acquiring new customers while simultaneously nurturing existing accounts to drive expansion and increase company revenue. In…

Relationship Mapping

Stakeholder Mapping Template

Introduction In 2023, getting wider in the accounts you sell into is critical. More stakeholders are involved in sales cycles, more eyeballs are scrutinizing spend and the return on your investments. The team’s success hinges on understanding and effectively engaging with stakeholders. To optimize stakeholder management and ensure project success, businesses rely on a stakeholder…

Account Planning

Prospecting Into Enterprise Accounts: The Key to Successful Selling

We had the pleasure of hearing from industry experts Jack Gallo, Tom Alaimo, and Mor Assouline, who shared their experiences, best practices, and strategies for effective prospecting. Whether you’re a sales professional looking for tips to improve your prospecting efforts or a sales leader seeking new perspectives, this blog post will provide you with valuable…

Account Planning

Strategic Account Management

Strategic Account Management in B2B   Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role. We will explore the key principles, strategies, and best practices that empower strategic account managers…

Account Planning

The ROI of Account Planning

The ROI of Account Planning   In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. In this blog post, we will explore the ROI of account planning, define…