In your account-based sales process, it frequently goes like this “Our Quote to Close Ratio is 30%, so if we improve our efficiency in getting
Forecasting needs to be forward-looking and predictive of what deals will close based on behaviors happening in real-time. Leaders commonly rely on CRM analytics to
Many times, we find that key accounts are ripe with other/bigger opportunities. Whether you can cross-sell or upsell, maybe you have a chance to expand, or you’ve added some additional features that you know a current account would find beneficial. Whatever the opportunity, we’re willing to bet there’s something you haven’t run across yet. That’s where account planning comes in.
Cold calling and blanketed emails just don’t work anymore. Buyers expect a better, more personalized experience. The role of sales is to help the buyer solve a problem. Good news for sales organizations, because the result of a targeted sales planning approach is a smarter, more qualified buyer.
Your Key Account Management (KAM) platform should provide a competitive advantage. The right solution will clearly demonstrate how you can co-create and plan jointly with
