![]() ![]() Some of the major costs are incurred from the resources expended to discover customer drivers and challenges.Īccount planning reduces acquisition costs because it allows you to focus more on creating business through existing customers instead of looking for new ones.Īccount planning reduces acquisition costs and makes it easier to close deals faster. Here are some of account planning's most significant benefits.Ĭustomer acquisition is expensive for several reasons. As such, it's vital to learn how it can help your business too. Understanding your most profitable customers can help you identify better prospects to target in your future sales efforts.Ĩ7% of marketers say account-based marketing outperforms other marketing activities. While account planning aims to decrease customer attrition, it can also be a valuable tool for acquisition. These questions are usually related to the product or service you offer, giving you further insight into how you can solve for them in both the short and long term. This term is usually applicable in B2B organizations rather than B2C organizations.īecause account planning is such a thorough process, it allows you to ask your customer highly specific questions related to their business and challenges. It looks at sales not as a transactional process but as the start of a strategic partnership. Your objective is to deliver value that helps them achieve their goals and increase their sales.Īccount planning is about partnering with your customer instead of selling to your customer. When creating an account plan, you seek to understand your customer's business by identifying their key initiatives, problems, and challenges. Account planning process: a step-by-step guideĪccount planning, used primarily in B2B sales, is the process of nurturing and growing your existing customer relationships.Ready to explore what account planning is all about and how it can increase your sales? In this article, we'll go over the following topics: Identify and avoid risks, barriers, and limitationsįeatured Resource: Strategic Account Planning Template Navigate internal politics and target key stakeholders to drive buy-in. ![]() If you're reluctant to invest in ABM software or just want a solid starting point to understand ABM strategy better, this strategic account planning template will help you:Įxpand your understanding of your customer's business, goals, and motivationsĭeliver value through right-fit solutions to their toughest challenges Below, we share one of the best templates to begin the account planning process in your sales organization. This article will touch on two viable account planning solutions - account-based marketing software and a manual, template-based approach. To win new business and grow key accounts, account managers and sales executives must become invested in their customer's challenges, goals, and the competitive landscape in which their business operates.īy using strategic account planning to target your key accounts, you can become your customer's trusted partner by solving problems instead of selling products. Are you a B2B account manager or sales executive serious about account-based marketing (ABM)?If the answer is "yes," chances are you understand your customers want partners, not vendors.
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