As we move into the new year, most sales teams are likely setting the stage for 2023 with sales kickoff meetings, also known as SKOs. Topics that top sales organizations will be covering this year include sales strategies, sales forecasting, methodologies, predictable...
Your strategic account planning process is integral to optimizing revenue in your largest accounts. In an interview we conducted with SiriusDecisions’ Research Director of Sales Operations Strategies, Robert Muñoz, he shared the critical ingredients of effective...
Does Key Account Planning really move the needle? According to a CSO Insights study, companies that engage in effective ongoing key account planning have win rates nearly double that of companies without a formal process. Moreover, companies that use a solution...
Key Accounts are a B2B company’s most strategic, valuable and long term clients. Many organizations find that penetrating these complex accounts in a strategic, successful way can be even more difficult than getting the first piece of business. One of the major...
Why Focus on Key Accounts? Key Accounts are a B2B company’s most strategic, valuable and long-term clients. They are typically large, complex global entities with multiple buying units, functions and verticals. Key accounts are hard to win and can be equally as...
