Practitioner POV on account-based selling, methodology, and sales operations.
Three minutes on stage, live product only, audience vote. The message that won it: agents are only as smart as the relationships underneath them.
Key account management is the discipline of running long-horizon relationships with the customers who drive most of your revenue. Definition, scope, KAM vs sales.
Strategic account planning is the discipline of co-creating multi-year value with your largest customers. The framework, the steps, where teams break it.
Account management is the day-to-day ownership of an account; account planning is the structured exercise that decides where the account is going. Complementary disciplines, same KAM.
Solution selling is a sales methodology that diagnoses a buyer's business problem before pitching product. Here's the history, the steps, and where it fits.
Target account selling focuses finite seller capacity on a named list of high-fit accounts: selected, researched, planned, and run as multi-stakeholder campaigns.
Salesforce contact hierarchy gives you a parent-child list of contacts on an account. An org chart layer turns that list into a visual map. That matters when accounts carry 20+ stakeholders.
A quota is the minimum a seller must hit; a target is the goal the team is working toward. They look the same in a spreadsheet — they aren't.
A 5-minute walkthrough of ARPEDIO running natively on Salesforce — no form, no setup.