2. Gather Data About Your Key Accounts

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Steps to a Successful Key Account Management Process - Gartner Report
To avoid this trap, look for accounts with the greatest growth potential. These accounts might be small, medium, or large-sized with an expanding need for your products or services in the future—and a bigger spend.

Alicia Kerr is an Account Manager at Bubble—a full-stack, no-code platform. She explains a key account isn't just one that has a high MRR. Instead, it has account growth potential across different use cases, parts of the business, or by growing rapidly and requiring a more substantial agreement.

"Key accounts are the ones we want to maintain close relationships with," she says.

"We do this by holding quarterly business reviews and making sure they add value for the client as well as for our team. This could mean inviting a member of the technical or product team, or offering unique insights from our other key account interactions that might hold value."

Bubble's accounts team also keeps a close eye on its key bahamas telegram data accounts using Crunchbase, LinkedIn, and Google Alerts. If anything exciting happens in their business, they’re the first to know.

Task for this step: Figure out how much growth potential individual accounts in your sales pipeline have. Look at funding, hiring patterns, and product needs to decide if the company is a key account contender. If they fit the bill, add them to a key accounts target list.

Next, dig deep into each account on your target list.

The goal in this step is to learn everything there is to know about a key account, from their goals and needs to pain points, decision-making process, and main stakeholders. Start with public information on LinkedIn and Crunchbase, and then go straight to the source.

John Xie is the Co-Founder & CEO of the AI-productivity tool Taskade. He says the key to gathering solid data from an account is to maintain strong relationships and get them talking.

"We like to reach out at least once a week to maintain a consistent flow of communication, send surveys/feedback forms once a month, and do our own research on them in our spare time," he says.