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 “Earth’s Most Customer-Centric Company. ”Fast-forward to 2020 and one can argue that customer success, and rather customer obsession is the sole pillar that Bezos’ entire $1.7 Trillion empire rests upon. But while the vision during the early days was in […]
Driving Sales Excellence in 2023: What, Why, and How?
Our story begins in 2003, a time of great distress in British Cycling. The national cycling team of Great Britain was the epitome of mediocrity at the time, having won just one medal in a century of existence. Fast-forward to 2008 and the squad took home 7 out of the 10 available medals in the […]
Everything You Should Know About Account Management KPIs
Jose Mourinho is quite a peculiar figure in the world of football. Our story unfolds in the Champions League semi-final match between Inter Milan and Barcelona in 2010, arguably the biggest competition in football. Inter Milan, managed by Jose at the time, was set to host Barcelona, a team that was (and is) known for […]
Sales Acceleration – The Complete Guide
Sales acceleration could be compared to a Formula 1 pit stop. Formula 1 pit stops are the most nerve-wracking events of a Grand Prix race. The cars decelerate to make it slowly into the pit from a top speed of 240 mph. The pit crew pounce into the car – fuel-ups, changes tires and completes […]
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. This makes now the best time that you check out sales enablement software. These are solutions that provide your team with the proper tools, knowledge, processes, and functions to maximize every sales opportunity. Sales enablement is more than just about […]
Cross-Selling vs Upselling – The Main Differences
Cross-selling and Upselling Recall the last time that you were at McDonald’s (even though it feels like a decade at this point). What did you order? Maybe all you wanted were some fries and coke but the cashier convinced you to convert it into a happy meal. Or maybe you noticed a new addition to […]
Land and Expand – The Ultimate Strategy For Business Growth
Imagine that you’ve just graduated from college and landed a job with the organization of your dreams. The salary is generous (to put it mildly) and there are immense opportunities for professional growth. All in all, it’s a perfect fit. On the third day of the job, you enter the CEO’s cabin and demand that […]
Risk Assessment of Key Accounts during COVID-19 pandemic
Risk Assessment of Key Accounts during COVID-19 pandemic We’re in a global crisis that’s unlike anything we’ve seen or could have ever expected. All organizations are facing an unprecedented level of risk that requires timely action. “Predicting the unpredictable: dealing with risk and uncertainty” has always been a key mantra, and this holds today with […]
Account Planning Template – Step by Step Guide to Strategic Account Planning
Account Planning Template Existing customers are a critical revenue source for every organization. Meeting growth targets requires sales leaders to build robust strategic account plans and establish well-defined account management processes in the organization and this is where account planning templates come into the picture. Having a customizable template for account planning not only helps […]
Sales Account Planning – A Step by Step Guide
Sales Account Planning What is a Sales account plan? A Sales account plan is sort of like a guide with all the critical information a sales team wants to close each of their crucial accounts and keep them for the long run. It is more often used to establish sales objectives for the team and […]