Blogs
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The rise of Digital Account Planning and how DemandFarm created its own niche
- Milind Katti
- February 25, 2022
When we started DemandFarm, we realized that for B2B firms, winning an opportunity is not...
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Envisaging the Future of Account Planning and the Role of Analytics and AI
- Milind Katti
- December 28, 2021
Every account or customer is like a fingerprint – unique and having a distinct persona...
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Sales Playbooks for Key Account Management – Everything You Need to Know
- Milind Katti
- November 29, 2021
All salespeople dream of rolling out strategies that run high on the ‘leads’ factor. But...
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Stakeholder Mapping for Key Accounts- How Digital Account Planning Tools can make an Impact?
- Milind Katti
- October 29, 2021
Stakeholder management is gaining more and more traction in recent years with ever-evolving customer needs...
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Power of Relationship Intelligence for Key Accounts
- Milind Katti
- September 29, 2021
Let’s face it- enterprise selling isn’t easy. There are dozens of similar products in the...
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Account Management 101 – A Guide for Account Managers
- Milind Katti
- September 7, 2021
Often companies battle to upkeep their clientele in all possible ways. And more often, companies...
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Account-Based Selling – The Beginner’s Guide to B2B Sales
- Milind Katti
- July 29, 2021
Is account-based selling a part of your go-to-market strategy for B2B sales? Why? Why not?...
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Sales Effectiveness In Strategic Account Management
- Milind Katti
- April 27, 2021
Lego, the favorite toy brand for children and one of the most nostalgic ones for...
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Sales Enablement – Everything You Need to Know
- Milind Katti
- March 26, 2021
Sales Enablement in simple terms is any technology, process, or software that helps the sales...
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Powering Sales Intelligence in KAM to Drive More Leads
- Milind Katti
- February 24, 2021
“There was once a factory that was run by a large engine at its core....
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Sales Transformation in Key Account Management
- Milind Katti
- January 24, 2021
It was the year 2015 and Coca-Cola was sitting on a goldmine of an ever-growing...
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Customer Success and Key Account Management: 2 Intricate Cogs of the Same Wheel
- Milind Katti
- December 29, 2020
When Jeff Bezos founded Amazon in 1994, he did so with the mission of becoming...
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Driving Sales Excellence in 2021: What, Why, and How?
- Milind Katti
- November 26, 2020
Our story begins in 2003, a time of great distress in British Cycling. The national...
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Everything You Should Know About Account Management KPIs
- Milind Katti
- October 27, 2020
Jose Mourinho is quite a peculiar figure in the world of football. Our story unfolds...
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Sales Acceleration – The Complete Guide
- Milind Katti
- September 28, 2020
Sales acceleration could be compared to a Formula 1 pit stop. Formula 1 pit stops...
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How to Optimize Your Business? – Thanks to Sales Enablement Tools
- Milind Katti
- September 25, 2020
Nowadays, businesses need the right tools and data to remain competitive in their respective market....
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Cross Selling vs Up Selling
- Milind Katti
- July 27, 2020
Cross selling and Up selling Recall the last time that you were at McDonald’s (even...
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Land and Expand – The Ultimate Strategic Saviour For Business Growth
- Milind Katti
- June 30, 2020
Imagine that you’ve just graduated from college and landed a job with the organization of...
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Risk Assessment of Key Accounts during COVID-19 pandemic
- Milind Katti
- June 1, 2020
Risk Assessment of Key Accounts during COVID-19 pandemic We’re in a global crisis that’s unlike...
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Account Planning Template – Step by Step Strategic Account Planning
- Milind Katti
- May 5, 2020
Account Planning Template Existing customers are a critical revenue source for every organization. Meeting growth...
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Sales Account Planning – A Step by Step Guide
- Milind Katti
- March 31, 2020
Sales Account Planning What is a Sales account plan? A Sales account plan is sort...
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5 Essential Skills of Account Managers
- Milind Katti
- March 11, 2020
5 Essential Skills of Account managers It takes months of conversations, demos, and meetings to...
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White space opportunity : Your potential areas for growth
- Milind Katti
- March 10, 2020
White space Opportunity The ultimate goal of key account management is to recognize opportunities for...
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White space Mapping: Unlock your New revenue potential
- Milind Katti
- March 10, 2020
White space Mapping It was Friday, and I wanted to have some fun with the...
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Account Planning Software is a Strategic Investment
- Milind Katti
- February 17, 2020
Digital transformation has prompted many businesses to invest in account planning tools. Retention, understandably, is...
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Org Chart Builder for Better Key Account Management
- Milind Katti
- February 13, 2020
If I were to summarize the essence of key account management, it would be ‘value...
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Key Account Managers are also Key Employees
- Milind Katti
- December 18, 2019
In most companies where there are hundreds or thousands of employees, it becomes very hard...
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Strategic Analysis of Key Accounts
- Milind Katti
- December 17, 2019
A strategic account plan is all about thinking hard and making decisions that have a...
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Relationship Mapping – Visualize your Key Accounts with Org Chart
- Milind Katti
- December 11, 2019
What is Relationship Mapping? Relationship Mapping is a visual representation of a client’s organizational chart...
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Salesforce Account Planning – Step by Step Guide For Account Planning Inside Salesforce
- Milind Katti
- December 6, 2019
Salesforce Account Planning What is Strategic Account Planning? Strategic accounts are the lifeline of every...
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Understanding SAM (Strategic Account Management) Better
- Milind Katti
- December 4, 2019
SAM, as Strategic Account Management is often called, is very often misunderstood to an extent...
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Insight Selling – The Key to Good Strategic Account Management
- Milind Katti
- December 4, 2019
Are you leveraging insight selling for strategic account management? The strategic account management process is...
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9 Quick Steps of Key Account Management Process
- Milind Katti
- November 28, 2019
Key Account Management Process The title may make it all sound easy and that the...
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Top 3 Highlights of Dreamforce 2019
- Milind Katti
- November 26, 2019
Dreamforce 2019 Dreamforce – undoubtedly one of the largest tech events in the world. Salesforce’s...
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Why Strategic Account Management Needs More Work than Normal Account Management
- Milind Katti
- November 25, 2019
The strategic account management process is about building value-driven relationships with your key customers. It...
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Key Account Planning Simplified
- Milind Katti
- November 24, 2019
If you are a key account manager, I understand what you go through every year...
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