Webinars & Events

In the fast-paced world of B2B sales, Account-based Selling (ABS) has become the go-to strategy for sales leaders. However, at the core of ABS is an often-overlooked perspective–selling to the humans behind the steely structures that make up their accounts lists. Only a handful of companies and sales leaders are laying down relationship targets, and an even smaller slice plots a course to hit them. The consequence? It’s 2024 and relationship mapping still remains ad-hoc, with account managers struggling to identify the right people and initiate meaningful conversations. This experts-led webinar discusses a panacea for all these challenges – Omphalos, DemandFarm’s Spring Release: 1. How an organization’s Account Based Selling (ABS) maturity affects their approach to relationship mapping 2. 5 challenges that make it hard for your AMs to identify the right people, initiate meaningful conversations, and stitch back their efforts to the larger business goals. 3. Live demo of how you can make methodical relationship mapping the norm across your key accounts portfolio with our Spring Release.   Watch the webinar on-demand:

Recent economic headwinds have spurred organizations to rethink key account management (KAM). B2B companies are keen on swapping hit-or-miss approaches with repeatable processes that guarantee retention and growth. The wedge in this pursuit? Static plans and lack of clarity on how to standardize best practices across their key accounts. A ~27% increase in cross-sell and upsell opportunities isn’t far-fetched if you know how to standardize key account planning best practices at scale. In our webinar featuring Forrester Analyst Steve Silver on Mar 28, we discuss: 1. A definitive road map for implementing key account management (KAM) best practices. 2. What should your ideal KAM tool look like? 3. If you are just beginning your KAM journey, what best practices should you spend time on? 4. How long should your KAM implementation go on for? (See a real-world case study from our recent implementation) 5. What short, mid and long term metrics should you be tracking as a best practice?   Watch the webinar on-demand:

The Changing Role of Technology in Key Account Management – Webinar by DemandFarm Average number of buying interactions today in a B2B sales process have surged by 58.8% since the pandemic (Forrester 2021 Sales Enablement Year End Review). As Key Account Planning grows complex with account-centric interactions, technology that can continuously improve based on intelligent insights becomes a necessity. Decision-making will soon be based on Data, Analytics and Artificial Intelligence (AI), not on intuition and experience. Artificial Intelligence takes into account thousands of sales engagements within a CRM to provide contextual insights from your data. In the future, AI will most likely evolve to a stage where AI capabilities are embedded within Account Planning tools and can guide client engagements. This webinar will address some challenges and opportunities that arise out of this. Agenda The role of Artificial Intelligence, Data and Analytics in Key Account Planning Intelligent and Contextual Insights Evolving role of Key Account Management teams Augmented Intelligence vs Artificial Intelligence Speakers Milind Katti Co-Founder & COO DemandFarm Rick Bradberry Principal Analyst & Exec. Advisor B2B Sales Forrester Joshua Gregg Vice President, Strategic Accounts The Qt Company Michael McCarthy Senior Business & Technology Consultant, Sales Enablement Duke Energy Watch the webinar on-demand: