Are you a B2B marketer serious about building and nurturing lasting relationships with your key customers? If the answer is “yes,” chances are you understand the importance of account planning within the organization.
Account planning is the process of nurturing your existing customer relationships by understanding their key initiatives, problems, and challenges. Also, when creating an account plan, your objective is to deliver value to the clients that help them achieve their goals while increasing their sales. It helps you to maximize your revenue potential while decreasing customer attrition. As a result, you can become your key customer’s trusted partner by using strategic account planning for your client's account.
Besides that, some of the most significant benefits of account planning are:
- Reduces Acquisition Costs: Account planning allows you to focus more on developing business with existing customers rather than targeting new ones. It prevents you from the costs incurred to discovering new customers' needs and challenges. Ultimately, it reduces the acquisition costs of the organization.
- Retains Key Relationships: Account planning involves frequent communication with clients concerning their business solutions and difficulties. It helps you to get the real-time pulse of clients while developing and nurturing a lasting relationship with key customers.
- Boosts Up Sales: Since account planning focuses on key customers, sales professionals already know their requirements, challenges, key decision-makers, and more. It supports you to approach the right decision-maker at the right time with relevant offerings. As a result, it helps to close the deal faster and boosts sales of the organization.
However, understanding the needs and challenges of your most profitable clients can be quite challenging sometimes. It can become a major hurdle in creating an effective and strategic account plan for your key customers. That's why a customized and actionable org chart of the client's account can be very beneficial to utilize its aforesaid insights without exploding time and effort. The sales intelligence-driven org chart provides updated, accurate, and verified insights into the account concerning its stakeholders & influencers, their changing responsibilities, its decision-makers, and whatnot.
The information you gather for your account planning through the actionable insights of the org chart makes it easier to be proactive in fulfilling the client's needs. No wonder, account planning by leveraging actionable org charts yields value-driven outcomes for the organization while establishing ever-lasting relationships with the clients.
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