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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,…

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…

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 with key account management software. This method focuses on acquiring new customers while simultaneously nurturing existing accounts to drive expansion…

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…