Account Management guides Sellers to deepen their understanding of the Buyer’s business pressures, goals and obstacles, uncovering hidden opportunities for mutual value. Our Account Manager solution maps the ‘white space’ and political landscape, and then guides Sellers to create and win new business.
Sales organizations with a defined Account Planning process are 41% more likely to meet and exceed revenue targets. Because you are 6 times more likely to win business from an existing customer than a new one, Account Planning is a proven strategy for achieving predictable revenue growth.
And not only is the win rate higher, but the sales cycle is shorter and the deal sizes are larger, according to a recent study published by Altify
Uncover White Space
By researching customer goals, pressures, and obstacles, and understanding industry trends and competitors, Sellers can uncover a good deal about what the customer values. Build comprehensive, visual pictures, so you can spot opportunities to create value and identify gaps that your solution can address.
Align Selling with Buyer Motivation
Visualize your customer’s goals, pressures and initiatives. Understand the obstacles they face daily in their business to devise solutions that deepen the value you provide.
Navigate your Buyer’s Organization
Identify the key people and influencers, and determine who is on your side and who needs to learn more. Focus your attention on winning the minds of the right people and ultimately shorten your sales cycle.
Make Account Planning part of your Sales DNA
Altify Account Manager provides an intelligent framework for execution of Account Planning activities across your team – increasing alignment with your customer’s strategy, communication and sales velocity. This ultimately leads to revenue growth and increased customer loyalty.
What’s cool about this is when you get these teams together and they start collaborating, you get opportunities generated out of this process that never existed before. We generate pipeline reports out of each session that are $20 and $30 million worth of pipeline that didn’t exist before.