Blog Post

Every sales leader and sales organization has had a legitimate request for the achievement of goals. This involved elements, however, which have not always been available.

We’ve asked the question before: is the future dominated by humans, or machines? Or, both together in harmony?

Project management provides a huge assist to account management in bringing a broadly stated goal into reality.

From my point of view, people have been greatly misled by the SaaS industry throughout the years. It has prioritized lead and opportunity management over 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.