What is Whitespace Analysis in Sales?
White space in sales is referred to a gap that a business can identify and use to scale its revenue with its products or services. White space analysis is the process of digging through the sales data to hunt for new white space opportunities for cross-selling and up-selling. This cheatsheet helps you to leverage your […]
Key account management skills for the new paradigm
Account planning has evolved from the wine and dine times to providing strategic solutions – and shows no signs of stopping. The tribal knowledge present in the teams can become enterprise memory with digital KAM and narrate a story of the client’s needs to the Key Account Management team – allowing them find innovative ways […]
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 where they act as a tactical vendor. Once the distinction is made, treating the strategic partners as key accounts requires a thorough understanding of the customer’s business, structure, details about individual business units, strategic initiatives, and management changes. While having […]
Account Planning – A Strategic Approach to Grow Your Key Accounts
Editor’s Note: This post was originally published in November 2019 and the content was refreshed in March 2023. What is Account Planning? Account planning is the process of building strategic plans to improve value-driven relationships with your key customers that can help in long-term development and retention, thereby maximizing the revenue potential. Effective account plans […]
DemandFarm named as G2 Leaders in CRO in the Summer 2022 Report
Pune, July 21, 2022: Review site G2.com has recognized DemandFarm as a Leader in the Summer 2022 Reports. This is a validation of DemandFarm’s continued efforts in championing Digital Key Account Management and at being leaders in CRO. Additionally, DemandFarm was also awarded the G2 ‘Users Love Us’ badge for excellent customer satisfaction across its […]
Forrester Recognizes DemandFarm as a Mature Vendor in Account Based Sales Technologies
Pune, July 21, 2022: In the latest Forrester Landscape Overview Survey (2022), DemandFarm has been recognized as a Late Stage/ Mature Vendor in Account Based Sales Technologies based on the following three weighted criteria: Vying with top-ranked competitors in the market Length of company tenure Number of full-time employees. The shift to account-based selling in […]
DemandFarm Highlighted as a Leading Solution in Digital Account Planning Tools by Gartner
Pune, July 21, 2022: DemandFarm is recognized as one of the leading solutions in the Digital Account Planning Tools category in the Gartner Hype Cycle for CRM Sales Technology. Trusted by more than 150 companies and 15000+ sales professionals globally, DemandFarm is spearheading the future of strategic account sales including improved collaboration, on-demand account intelligence […]
DemandFarm accepted into Forbes Business Development Council
Forbes Business Development Council Is an Invitation-Only Community for Senior-Level Sales and Business Development Executives Pune, July 15, 2022 — DemandFarm, an intelligent, intuitive and adaptable digital platform to unlock Account Centric Sales Effectiveness, based out of Pune, has been accepted into Forbes Business Development Council, an invitation-only community for senior-level sales and business development […]
The Shift Podcast on Digital Key Account Management with Anees Merchant, EVP, Global Growth from Course5i
Increasingly, customers prefer their B2B Sales interactions to remain virtual, Key Account Management has also transitioned towards a virtual direction where technology comes to the forefront as a key differentiator and enabler. Account Managers and Sales Leaders have to adapt quickly to these changing trends. Join Anees Merchant, EVP, Global Growth from Course5i and Dr. […]
The secret to winning a key account for long-term
Key account retention, when seen from the eyes of vendor partners, is not just about proving the solution that was asked, but to understand the client’s business and help them grow. But with the fragmented state of data on customers, it is difficult to understand what drives the decision making on the customer’s side. […]