11 Crucial Account Management KPIs that Dictate Success
Key Account Management can be a difficult process. The biggest challenge to selecting the right account management strategy is focusing on too many things too soon. Ideally, the focus should be on only a few impactful components or Key Performance Indicators (KPIs) that can set you apart from your competitors. This has the potential to […]
Quick Look into Relationship Mapping in 2023
Relationship Mapping is a visual representation of a client’s organizational chart that gives an idea of the kind of connections and influences each entity has over another. Relationship mapping ensures that there is clear understanding into the complex relationships within an organization when it comes to B2B sales negotiations. This enables account managers and sales […]
Whitepaper: The Impact of Digital Key Account Management on Sales Enablement
Measure the Impact of Digital Key Account Management on Sales Enablement Key Account Management is undergoing a digital transformation and with it comes abundant opportunities for sales enablement professionals. Formerly slow and laborious manual processes where sales teams relied on traditional communication methods have now been replaced by digital technologies. Newer ways of managing accounts and […]
Best Practices for the B2B Side of Key Account Management
Focus on key accounts is a lot more important in the B2B sector, and for good reason: the complexity of B2B businesses demands efficiency, and handling a large roster of customers all of whom clamor for attention can stretch teams thin. B2B businesses rely on customer management heavily to keep a steady sales flow. While […]
DemandFarm named as G2 Leaders in Best Support & Easiest To Do Business With in the Winter 2023 Report
Pune, January 13, 2023: DemandFarm continues to stand out in Digital Key Account Management. Review site G2.com has recognized DemandFarm in the Winter 2023 report. This is a sign of DemandFarm’s continued leadership in the B2B Digital Key Account Management space. DemandFarm has been awarded the ‘Best Support’ badge for excellence in customer satisfaction across […]
Fly High Even During A Recession
Make your Key Account Management strategy work even during an economic downturn The recession is coming down on us faster than any of us expected. This unforeseen economic downturn is likely to have impacted your 2022 account plans. While post-covid ‘Land & Expand’ was the favorite approach to growing Key Accounts, the recession has resulted […]
Successful Large Account Management Strategies for Account Managers
Pareto principle or the 80/20 rule can be seen in action in many organizations – but sales is where the effect becomes crystal clear; existing clients account for a large chunk of revenue, yet organizations focus their attention on acquiring new customers at the expense of existing ones. Treating valuable assets with greater care requires […]
Case Study: Opportunity Planner by DemandFarm boosts tracking capabilities in 65+ opportunities for Dairy MAX
Dairy MAX faced three major challenges in their opportunity management. 1) Inability to get real-time access to track progress of sales & marketing goals 2) Lack of a user-friendly solution that integrates seamlessly into Salesforce 3) Finding a sustainable & long-term solution which met their expectations This case study evaluates how DemandFarm’s Opportunity Planner Playbook […]
Case Study: Leveraging Relationship Insights through Org Chart led to astonishing 27% hike in revenue
This case study is about the Digital Key Account Management practices of a US-based staffing company. We notice a key role played by DemandFarm’s Org Chart in leveraging Relationship Insights to result in a hike in revenue. The Org Chart provided solutions to all 9 pain points of the organization when it came to their […]
4 Ways To Optimize Your Global Key Account Management
Previously published under the Council Post for the Forbes’ Business Development Council In the last few decades, with the spread of globalization, many companies expanded their businesses to operate globally at either the supply side or demand side—or both. Take the example of Jane, an account manager, who used to wine and dine her customers. […]