B2B Enterprises and the Rise of Customer-Centricity Software

The B2B enterprise landscape has undergone a significant transformation over the years, with organizations placing a heightened emphasis on their customers. With the advent of digital technology, businesses have had to adapt to an increasingly complex environment characterized by more decision-makers, longer deal cycles, higher pricing points, and a plethora of competing channels. The digital […]

Become the Sales GOAT – Future-Proof Strategic Account Management

In today’s business world, strategic account management and account planning are key to using your marketing and sales resources wisely to increase sales. Unlike traditional sales performance tracking and reporting methodologies, digital tools, such as account management software and sales execution platforms, empower you to target the customers most likely to purchase your goods or […]

Unlocking Account Growth with Strategic Account Management

What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers. It involves deploying specialized resources, processes, and technologies to identify, develop, and execute account-specific growth strategies. SAM is vital for organizations looking to drive sustainable revenue growth and maximize customer […]

8 Tips for Excellent Strategic Account Planning for 2023

Your strategic account planning process is integral to optimizing revenue in your largest accounts. In an interview we conducted with Forresters’ Vice President and Principal Analyst  of Sales Operations Strategies, Robert Muñoz, he shared the critical ingredients of effective account plans and how to drive results through living account plans. What is Strategic Account Planning? […]

A World Championship Winning Sales Playbook Guide

Sales playbooks are a critical component of sales success. It provides a roadmap for sales teams to follow, ensuring consistent and efficient sales processes and sales execution. In this blog, you’ll learn about the importance of sales playbooks, what they include, and how to create a sales playbook with a simple template. You’ll be given […]

[Infographic] Key Account Management Technology: Evaluating the Solutions

Account-based selling solutions come in a variety of shapes and sizes. Available offerings range from more tactical point solutions – essentially one-size-fits-all apps designed to automate single elements of key account planning. In comparison, more strategic solutions offer a diverse array of features and functionalities to enable account-based planning and execution. It’s critical to evaluate […]

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