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Salesforce Sales Cloud

Grow your revenue and profits with intelligent sales automation with Sales Cloud. Help every rep be more efficient. Close more deals. Collect cash faster. Boost growth and profit with intelligent automation and integrated tools fr...Read more about Salesforce Sales Cloud

4.4 (18349 reviews)

137 recommendations

Thryv

Thryv is an all-in-one business management solution designed to help small businesses with essential business functions. With Thryv, business owners can expand their online presence, improve any customer relationship, and streamli...Read more about Thryv

4.2 (495 reviews)

107 recommendations

HubSpot Sales Hub

Supercharge your sales process with Sales Hub, a powerful and easy-to-use sales CRM that includes sales engagement tools, configure-price-quote (CPQ) functionality, and robust sales analytics and reporting for growing teams. Optim...Read more about HubSpot Sales Hub

4.5 (457 reviews)

90 recommendations

Shape

Shape's cloud-based solution offers tools designed to manage online marketing and promotions, capture leads from online sources, organize sales pipelines, connect with customers and automate everyday tasks. Shape is suitable for b...Read more about Shape

4.8 (41 reviews)

52 recommendations

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Claritysoft CRM

Claritysoft is a cloud-based customer relationship management (CRM) solution designed for midsize and large enterprise businesses. It offers sales automation, customer service and support, marketing automation and social CRM withi...Read more about Claritysoft CRM

4.5 (168 reviews)

41 recommendations

FreeAgent CRM

FreeAgent CRM is a fully-featured CRM that helps your team get organized, gain visibility into day-to-day work, and get more done with a powerful, easy-to-use sales platform your sales team will actually love. Work smarter and f...Read more about FreeAgent CRM

4.7 (72 reviews)

37 recommendations

TOP PRODUCER

Top Producer is an all-in-one business management platform designed specifically for real estate agents and teams. Grow your database and convert more leads with cutting-edge lead generation and marketing automation. Smart follow-...Read more about TOP PRODUCER

4.0 (283 reviews)

34 recommendations

Insightly

Insightly is the modern, affordable CRM that teams love. It’s easy to use, simple to customize, and scales with companies as they grow, solving common pain points that legacy CRMs can't. Insightly helps teams build and convert sal...Read more about Insightly

4.0 (650 reviews)

15 recommendations

SugarCRM

SugarCRM is a Customer Relationship Management (CRM) platform, expertly crafted to enhance interactions with prospects and customers while accelerating sales success. Renowned for its cost-effectiveness, this potent solution enabl...Read more about SugarCRM

3.8 (411 reviews)

15 recommendations

BNTouch Mortgage CRM

BNTouch Mortgage CRM is a fully integrated digital mortgage system, CRM, marketing, and POS tool offering a comprehensive mortgage business growth platform for loan officers and mortgage companies. BNTouch Mortgage CRM includ...Read more about BNTouch Mortgage CRM

4.4 (67 reviews)

13 recommendations

FunnelMaker

FunnelMaker is a cloud-based customer relationship management (CRM) solution designed for businesses of all sizes. The solution offers a user dashboard and helps in automatic sales tracking, email tracking and opportunity manageme...Read more about FunnelMaker

4.3 (26 reviews)

13 recommendations

SalesNOW

SalesNOW by Interchange Solutions Inc. is a cloud-based customer relationship management (CRM) and sales force automation solution that allows sales teams, management and executives to manage aspects of sales cycle including conta...Read more about SalesNOW

4.6 (83 reviews)

9 recommendations

BoomTown

Boomtown provides marketing and sales automation solutions for the REAL ESTATE industry. Through Boomtown, brokers can select and customize a lead generation website, track and nurture leads, and monitor team success and sales. Th...Read more about BoomTown

4.5 (236 reviews)

8 recommendations

Creatio CRM

Creatio is a global vendor of a no-code platform to automate workflows and CRM with a maximum degree of freedom. Creatio offering includes a no-code platform (Studio Creatio), CRM applications (Marketing, Sales and Service), indus...Read more about Creatio CRM

4.7 (121 reviews)

6 recommendations

Workbooks

Workbooks offers growing companies a SaaS platform to run their business and engage with their customers – at an affordable price. Workbooks designs, develops and implements its own software, which is targeted specifically at mid-...Read more about Workbooks

4.3 (109 reviews)

6 recommendations

LeadSquared

LeadSquared is a cloud-based marketing automation and customer relationship management (CRM) solution for businesses of all sizes. It serves clients in industries such as finance, e-commerce, education, health and wellness, market...Read more about LeadSquared

4.3 (159 reviews)

4 recommendations

Lofty

Lofty is a marketing and customer relationship management (CRM) suite designed for small and midsize real estate businesses. Chime provides team management features, lead and customer management and content management. Lofty sen...Read more about Lofty

3.8 (86 reviews)

4 recommendations

LeadMaster

LeadMaster is a SaaS-based all-in-one lead management solution that offers capabilities to capture, track and follow up with leads. The solution comprises of integrated modules for sales force automation, customer relationship man...Read more about LeadMaster

4.1 (37 reviews)

4 recommendations

Pipedrive

Pipedrive is a web-based Sales CRM and pipeline management solution that enables businesses to plan their sales activities and monitor deals. Built using activity-based selling methodology, Pipedrive streamlines every action invol...Read more about Pipedrive

4.5 (2961 reviews)

2 recommendations

Clio

Ranked #1, Clio is the leading law practice management software used by over 150,000 lawyers and with the most 5-star reviews. The only legal software with 1,500+ reviews on Capterra. Lawyers can access and manage their work in ...Read more about Clio

4.7 (1604 reviews)

2 recommendations

Buyers Guide

Last Updated: March 16, 2023

Customer Relationship Management (CRM) software is a core information management platform for both B2B and B2C businesses. Unfortunately, many options serve a general purpose, which means some companies find basic CRM software to be too generic for their needs. Thankfully, there's no shortage of purpose-built applications to take its place or just fill the gaps.

Account management software is one such purpose-built type of CRM software. It's designed from the ground up to be the best possible CRM solution for managing sales accounts, from the simple to complex. It's best and most often used in B2B contexts and can be a must-have application for companies engaged in cyclical and enterprise sales.

Since CRM plays such an important role in your organization, it's essential to find an account management software that supports both your sales team's workflows and your company's strategic goals.

Poorly aligned account management software can hinder operations just as much as well-matched software improves them. This account management software Buyer's Guide will help you make the right choice.

Here's what we'll cover:

[What Is Account Management Software?

](#definition)[Common Features of Account Management Software

](#features)Market Trends to Understand

What Is Account Management Software?

Account management software excels when individual accounts become complicated. For example, you might choose to create separate accounts for:

  • Individual employees within the same department,

  • Individual departments within the same large company,

  • Separate branches of the same company, or

  • Any combination of the above.

Keeping tabs on these numerous definitions of “an account" is one of the main functions of account management software. It ensures your sales staff stays on the same page with regards to each account's status and expectations. Your team can interact more efficiently, preventing crosstalk and avoiding missed opportunities.

Account opportunity dashboard in bpm'online showing overview of an individual account's status

From a management perspective, account management software helps monitor progress. It can be used to set individual account milestones, helping verify that tasks are completed and completed on time. It can also be used to set triggers, flagging accounts when deadlines are missed or when special attention may be needed.

Lastly, it helps improve the customer experience. It does this by a combination of the above improvements and also by improving communication. Account management software can be configured to automatically:

  • Send follow-up communications to clients,

  • Request client feedback at predetermined touchpoints, and

  • Send marketing and customer service materials as needed.

Common Features of Account Management Software

The following table lists features common to account management software platforms, but understand that many overlap with features common to general CRM software and sales enablement tools. You should begin your search with a list of existing business challenges and goals and identifying the gaps in your current software toolset.

Account management

Allows for more granular groupings of separate sales accounts, each with its own customer information files and settings.

Parent, nested accounts

Provides more control for the separation and management of individual accounts, breaking them down by individual, team, department, branch office, account status or other variable.

Milestones and goals

Helps predetermine points of progress for sales processes and sales cycles, ensuring nothing is overlooked and providing oversight to team leads and management.

Platform and app integrations

Allows account management software to work in tandem with other platforms, like CRM and sales enablement tools. App integration requirements should always be considered and demonstrated prior to purchase.

Account scoring

Provides a single numerical value to gauge the health of an account, calculated from a selection of variables, including current deals, purchase history, expected lifetime value and open invoices.

Life cycle management

Setup and manage step-by-step procedures for individual account management, leading each from sales prospect to active lead to new customer onboarding and post sales follow-up.

Renewal cycle management

Helps manage (often larger) enterprise accounts and accounts that have cyclical sales and renewal processes. These tools are increasingly used for subscription-based products, like cloud-deployed software (SaaS).

Customer portal

Adds an online portal to your company's website, letting customers securely log in and check their account status, including pending and past purchases, add-on products and support materials.

Intelligent call routing

Connects with your business phone system and helps automatically route calls to the correct sales staff (or department) depending on their status as a sales prospect or customer.

Insights and analytics

Helps management and executives oversee operations by identifying trends, common pain points and areas for improvement. They're often presented in dashboard form, with options for tracking a variety of metrics and KPIs.

Market Trends to Understand

The overarching trend in account management software, and with CRM in general, is improved user experience (UX) and improved customer experience (CX). The two are closely intertwined and are best understood in relation to one another.

Improved UX: Essentially, this means the software makes it easier for sales staff to do their jobs. Improving the employee's UX is largely a matter of streamlining workflows by reducing the number of manual tasks needed to accomplish any given task.

Make sure that a new sales tool won't actually increase the number of steps for a given workflow. This pitfall is commonly encountered when a standalone application is added on top of an existing sales platform, forcing staff to check the same boxes twice. IT purchases should be considered strategically and holistically; piecemeal solutions should only be considered as a last resort.

Improved CX: In a sales context, a better customer experience equates to simpler interactions and interactions that have already anticipated (and prepared for) the customer's expectations and needs. Account management tools have many applications that help improve CX, including customer portals and intelligent call routing.

But the best way to improve CX is to start by improving UX. When staff has the right selection of tools and intelligently designed workflows, they're more able to focus their attention on customer needs.