A while back I put together what I believed to be a genuinely good account plan inside Salesforce using Plan2Prosper. There was a clean path to expansion and I was pleased with it. Then over the next few months my main contact got moved sideways in a restructure, and my champion was made redundant. Multiple … How Salesforce Account Planning Is Changing in 2026
Most sales leaders’ conversations revolve around quota and pipeline, but far fewer ask a more fragile question: how long do we actually get to keep the people our customers rely on? Every customer conversation your salespeople have is part of an asset that, if you’re not careful, can walk out the door. The clock on … How to Manage Sales Team Turnover Without Losing Revenue
Every company wants to grow year after year. We see it everywhere, in the stock market, in countries’ GDP reports, and in business performance metrics. Companies are no different. If you’re not growing, this can reduce investment you might get. It can lead to stagnation in your workforce and prevent innovation. So, how can you … Grow Revenue Smarter With Net Dollar Retention
Most account plans fail because they’re either too vague or forgotten entirely. You end up chasing low-yield leads, scrambling during check-ins, or watching deals stall because a key decision-maker wasn’t on board. It’s a frustrating cycle, but the good news is that with a smarter approach you can turn your account plans into a tool … Start Building Account Plans That Actually Increase Revenue
Prospecting has changed. In an ideal world, your sales team would spend most of their time doing what they do best – building relationships and closing deals. But chances are, they’re drowning in admin, wasting valuable time manually searching for leads, updating contact details in Salesforce, and trying to make sense of incomplete or inaccurate … Sell More, Smarter: PipeLaunch & Sales Methods
44% of companies prioritize new customer acquisition over existing customer expansion and retention, often missing the huge potential in growing their revenue using their existing customer base. Have you considered that your current customers might hold the key to increasing your revenue? Don’t just take it from us, according to Forbes, acquiring a new customer … Growing Your Customer Accounts To Increase Revenue
Are you struggling to get noticed by the right decision-makers? Are your sales teams doing tons of activities, but you’re not getting any traction? Sales is always changing, and what worked before may not work now. When automated email tools were new, companies saw a huge ROI because not many businesses used them. Today, with … Build Connections That Matter: How Account-Based Selling Can Help Build Lasting Customer Relationships
How do you turn a one-time sale into a long-term partnership? The answer lies in account management. At its core, account management is about nurturing customer relationships. It involves understanding your customers’ needs and consistently delivering value that helps them achieve their goals. Why does this matter? When you manage accounts effectively, you’re securing repeat … How To Use Salesforce To Support Effective Account Management
The Future of Key Account Management When asked about the future of Key Account Management (KAM), thought leaders tend to discuss three factors: supply chain management, risk and technology (1). Supply Chain Management Supply chain management continues to evolve. Despite much price pressure in recent years, it is noticeable that sustainability has also become very … Key Account Management- How Has It Evolved? Part 6
The relevance of sales enablement to KAM The definition of sales enablement relevant to this discussion is ‘’The sales infrastructure that facilitates and supports the effectiveness and efficiency of salespeople and sales activities.’’ Sales enablement encompasses the company’s investment in process design, technology, systems, training, tools and sales support teams. Much focus is put on … Key Account Management- How Has It Evolved? Part 5
