Why companies fail with key account management?
Transform Your Key Account Management Strategies: Learn from Forrester Principal Analyst in this DemandFarm Masterclass
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Course Material Access
What You’ll Learn in Each Module
Module #1:
Introduction to Account Planning
In this module, you’ll gain knowledge on how to develop account planning capabilities, drive adoption through your organization, and achieve performance accountability.
Module #2:
Primary Causes of Account Planning Derailment: Change Management
In this module, you’ll learn about the factors that hinder adoption, sustainability, and the impact of account planning programs. You’ll also learn best practices for addressing the lack of change management.
Module #3:
Primary Causes of Account Planning Derailment: Governance
In this module, you’ll learn about the factors that hinder adoption, sustainability, and the impact of account planning programs. You’ll also learn best practices for addressing the lack of governance.
Module #4:
Measuring Account Planning Progress
This module will provide insights into primary metrics that measure the success of account planning practices based on activity, output, and impact.
Module #5:
Account Based Selling Platforms
In this module, you’ll learn how Account Based Selling platforms can help you reveal complex relationships, identify white space, support opportunity planning, and improve collaboration across functions.
Module #6:
Considerations around Account Based Selling Platforms
This module will focus on the characteristics of Account Based Selling platforms such as relationship intelligence, planning & execution, revenue management, revenue identification, and value orchestration.
Bonus Checklist: Account Planning Readiness Assessment
Assess your organizational readiness for account planning using this Forrester worksheet
Did you know that 63% of B2B companies have implemented or are implementing ABS tech?
Source: Forrester Research 2022
