Resources

Account planning has evolved from the wine and dine times to providing strategic solutions –

It is essential for organizations to understand which accounts are ‘strategic partners’ and the relationships

Editor’s Note: This post was originally published in November 2019 and the content was refreshed

  Key account retention, when seen from the eyes of vendor partners, is not just

Previously published under the Council Post for the Forbes’ Business Development Council The Pareto principle,

Account-based selling is no easy feat. It’s a complex, time-consuming process that can take your

One of the most important laws of growing a SaaS business commands that every company

When we started DemandFarm, we realized that for B2B firms, winning an opportunity is not

Every account or customer is like a fingerprint – unique and having a distinct persona

All salespeople dream of rolling out strategies that run high on the ‘leads’ factor. But

Stakeholder management is gaining more and more traction in recent years with ever-evolving customer needs

Let’s face it- enterprise selling isn’t easy. There are dozens of similar products in the

Often companies battle to upkeep their clientele in all possible ways. And more often, companies

Is account-based selling a part of your go-to-market strategy for B2B sales? Why? Why not?

Lego, the favorite toy brand for children and one of the most nostalgic ones for

Sales Enablement in simple terms is any technology, process, or software that helps the sales

“There was once a factory that was run by a large engine at its core.

It was the year 2015 and Coca-Cola was sitting on a goldmine of an ever-growing

When Jeff Bezos founded Amazon in 1994, he did so with the mission of becoming

Our story begins in 2003, a time of great distress in British Cycling. The national

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

Sales acceleration could be compared to a Formula 1 pit stop. Formula 1 pit stops

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

Cross-selling and Upselling Recall the last time that you were at McDonald’s (even though it

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

Risk Assessment of Key Accounts during COVID-19 pandemic We’re in a global crisis that’s unlike

Account Planning Template Existing customers are a critical revenue source for every organization. Meeting growth

Sales Account Planning What is a Sales account plan? A Sales account plan is sort

5 Essential Skills of Account managers It takes months of conversations, demos, and meetings to

White space Opportunity The ultimate goal of key account management is to recognize opportunities for

White space Mapping It was Friday, and I wanted to have some fun with the

Account Planning tools that help you grow revenue Digital transformation has prompted many businesses to

If I were to summarize the essence of key account management, it would be ‘value

In most companies where there are hundreds or thousands of employees, it becomes very hard