Account Management

Let’s now take up another foundational aspect of account management and sales itself: quotas and forecasting.

How does application integration tie into account management? We’ll bring it back to a salient point we made in our last article, which was that all departments need to work together to achieve a 360-degree view of the customer.

I’ll begin by pointing out that account management is a team sport. It must be supported from the top-down, on a company-wide basis.

I’m discovering, as I dive deeper into account management in creating these articles, that within B2B organizations the lack of account management is quite widespread.

The importance of account management - obtaining new accounts is far more costly than maintaining and expanding existing accounts.

For any company involved with sales, account management is crucial and requires a vastly different skillset and toolset than winning new sales.

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which add up to happy customers. Account management is most precisely conducted through CRM.