Unlocking Account Growth with Strategic Account Management

account growth strategy

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 […]

Demonstrating Value to Grow Wallet Share

Customer-centricity is integral to driving value. Understanding your customers, their industry, their personas, their financial KPIs, and being able to share this information in a way that provokes your customer/prospect into thinking more strategically about their business opens the door for personalized, value-based conversations about your solution and service offerings.

5 Obstacles to Successful Key Account Growth

We all know that all clients are not created equal. Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. For many companies, they are typically large, complex global entities with multiple buying units, […]

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