account growth planning execution
How to turn account planning outside-in to grow faster
Account planning is a critical element of complex b2b sales. Traditionally, this process begins with an assessment of where the sales team might win “more wallet share” or how many additional products they might be able to sell into each account.
How to grow your accounts the sunflower way
As we prepared to build our new account growth module within Membrain earlier this year, I thought long and hard about what visual images I wanted to accompany the launch and represent this aspect of our platform.
How to create outstanding sales growth with channel partners
Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended sales team, bringing in new business and nurturing accounts on your behalf, without the payroll.
Some customers are more important than others.
In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry.
What is strategic account planning and how does it drive growth?
What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.
How to use account planning to improve customer success
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.
