Digitalization of B2B Sales Interactions: Technological Changes in Key Account Management Processes
B2B interactions today are primarily taking place in digital channels. In a recent Forrester Sales Enablement Report, the report indicates that the average number of buying interactions has surged since the pandemic; from 17 pre-pandemic to 27 post-pandemic. Hybrid and virtual selling environments (partially forced by the pandemic) have made buyers innately digital these days. […]
Account Manager Skills 101
Who is an account manager and what do they do? An account manager does the overall management of sales and relationships with the various customers of the company. The main roles of an account manager are the following:- Maintaining and developing relationships with customers by addressing their concerns Building strong strategic relationships with clients Explore […]
Moving beyond CRM: Why Key Accounts need a dedicated Account Management platform
Driving and sustaining growth is very different from achieving a goal According to the results of multiple surveys, the biggest priority of a CEO is to achieve growth, Yet, only a small quantity of corporate leaders succeed in driving and sustaining growth because the focus is not exactly on achieving growth, but acquiring customers – […]
7 Key Takeaways for a Successful Key Account Management Transformation Journey
7 Secrets to Successful Key Account Management Transformation Journey Digitalizing your key account management practice is like a journey rather than a milestone. Our team has been a part of several successful digital account management transformation journeys. So what did we learn? In this ebook, you will find 7 key takeaways for a successful Key […]
Measure the Impact of Your Account Planning Solution
Impact of Account Planning Solution This ebook provides ways to assess the efficiency and effectiveness of your Digital Account Planning Solution. From must-have basics to improved data quality & account growth, find out the impact of implementing a Digital Account Planning Solution.
Understanding the Key Account Planning Process
The Key Account Planning Process Nurturing existing customers is a time-tested way of improving business, and for good reason: people who are already in business with an organization are more likely to understand the strengths and advantages the partnership can present. The odds increase while selling to an existing customer, by four to five times […]
Webinar: The Changing Role of Technology in Key Account Management
The Changing Role of Technology in Key Account Management – Webinar by DemandFarm Average number of buying interactions today in a B2B sales process have surged by 58.8% since the pandemic (Forrester 2021 Sales Enablement Year End Review). As Key Account Planning grows complex with account-centric interactions, technology that can continuously improve based on intelligent […]
Account Mapping 101: The Complete Guide to Sales Account Mapping
Guide to Sales Account Mapping Account-based marketing (ABM) has been gaining more and more attention in recent times. Many organizations and sales teams see it as the shining new toy that can change their fortunes for good. But the practice is a streamlined approach to existing ad-hoc processes followed in sales – and chances are […]
Strategic Account Map: Account Mapping Process for Strategic Account Management
Buying decisions in companies are getting increasingly complicated. Recently, Gartner has reported that “the typical buying group for a complex B2B solution involves 6 to 10 decision makers.” What involved a one-person decision some years ago, now has multiple decision-makers or stakeholders. In addition, there are different types of such decision-makers. Add to this the […]
DemandFarm is ISO/IEC 27001:2013 and ISO/IEC 27701:2019 certified
DemandFarm is happy to announce that it complies with international Information Security Management System standards. The ISO/IEC 27001:2013 has been awarded for meeting internationally-recognized requirements for establishing, implementing, maintaining and improving Information Security Management System within a company. DemandFarm now assures you with a higher quality and higher level of trust, reduces the risk of […]