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Sales vs. Account Management: The Relationship between Sales and Account Management

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Sales vs. Account Management: The Relationship between Sales and Account Management

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

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

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

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

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

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?

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

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

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

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

  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

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

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

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

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

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

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?

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

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

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

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

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

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

“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

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

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?

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

Jose Mourinho is quite a peculiar figure in the world of football. Our story unfolds...

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Sales Acceleration – The Complete Guide

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

Nowadays, businesses need the right tools and data to remain competitive in their respective market....

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Cross Selling vs Up Selling

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

Imagine that you’ve just graduated from college and landed a job with the organization of...

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