Revolutionize your B2B Success in 2023 with Account-Based Experience (ABX): A Winning Framework
“Make them an offer they can’t refuse!” said the marketing team to the sales team in a B2B business. But was the sales team able to convert the lead? No! Why? Sadly, most business functions live in silos with poor cross-communication and a lack of shared organizational goals. This results in missed business opportunities and […]
5 Tips for Driving Customer Centricity through Sales Account Management
Account-based models achieve customer-centricity. Here’s the top 5 account management best practices to get your team in the right direction.
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 […]
The State of Account-Based Sales: How B2B enterprise organizations are utilizing an account-based process
Introduction Account-based sales is still a new process for many sales organizations. Many sales leaders report that they are executing this process successfully. But what do the numbers say? Sales executives may feel they are successfully implementing the Account-Based Sales process. However, most organizations are earning less than 50% of their revenue from their key […]
[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, […]
How Much Revenue Are You Missing From Key Accounts?
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 designed specifically for account planning have an 11-point advantage over those using manual efforts […]