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Sales vs. Account Management: The Relationship between Sales and Account Management
- Karthik Nagendra
- October 6, 2022
Managing accounts and selling products seem different, but the functions of both practices share plenty...
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Whitespace in Business: All about using whitespace analysis
- Karthik Nagendra
- September 29, 2022
Attracting new customers can be five times more expensive than retaining existing ones, according to...
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The Definitive Guide to Org Charts for Sales and Account management
- Karthik Nagendra
- September 23, 2022
Are organizational charts (org charts) really important? Will your sales team performance be affected if...
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Strategic Account Planning Template: How to Create Account Plan Templates for Account Managers
- Karthik Nagendra
- September 22, 2022
It’s universally accepted that getting new customers in the door is a more expensive exercise...
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Top 8 Key Account Management Tools Every Key Account Manager Needs to Grow Key Accounts
- Karthik Nagendra
- September 19, 2022
Accounting for all variables, ‘Key’ accounts are the ones that help organizations strive to achieve...
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Key Account Management: Best Customer Segmentation Strategies for Customer Success Teams
- Karthik Nagendra
- September 7, 2022
Customer Segmentation for Key Accounts Engaging with customers and striving for positive outcomes in those...
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Step-by-step guide: How to select the right sales account planning tools?
- Karthik Nagendra
- August 18, 2022
Importance of Account Planning Tools Any solutions provider organization worth its salt understands that its...
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Key account management skills for the new paradigm
- Milind Katti
- July 29, 2022
Account planning has evolved from the wine and dine times to providing strategic solutions –...
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Predicting the next move in sales and account management – the AI and machine learning way
- Milind Katti
- July 28, 2022
It is essential for organizations to understand which accounts are ‘strategic partners’ and the relationships...
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Growing Key Accounts with Account Planning- Taking a Strategic Approach
- Milind Katti
- July 21, 2022
Editor’s Note: This post was originally published in November 2019 and the content was refreshed...
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The secret to winning a key account for long-term
- Milind Katti
- June 30, 2022
Key account retention, when seen from the eyes of vendor partners, is not just...
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Digital Key Account Management- Unlocking the secret to managing Key Accounts
- Milind Katti
- June 28, 2022
Previously published under the Council Post for the Forbes’ Business Development Council The Pareto principle,...
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Account-based selling tool: The Essential Features
- Milind Katti
- May 31, 2022
Account-based selling is no easy feat. It’s a complex, time-consuming process that can take your...
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4 account penetration strategies to take your retention revenue to the next level
- Milind Katti
- April 28, 2022
One of the most important laws of growing a SaaS business commands that every company...
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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 2022: 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 Upselling Recall the last time that you were at McDonald’s (even though it...
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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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