SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. For example, a year ago your key accounts might have been airlines.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Highspot

NOVEMBER 26, 2019

Notable keynotes from Paul DePodesta, the mind behind the game-changing Moneyball strategy, and Gartner’s analyst Brent Adamson, co-author of the Challenger Sale, discussed how analytics can move us past our biases – and those of our buyers – and unlock strategic thinking unencumbered by the status quo. . But this was just the beginning.

Sales 87

Sales Growth Account management Presentation 87

Highspot

AUGUST 13, 2020

The 2020 State of Sales Enablement report was recently published, and it echoed a similar sentiment – sales enablement practitioners are in a unique position as they are responsible for helping revenue teams transition to new ways of working. The post Virtual Enablement is a Vital Revenue Lever appeared first on Highspot.

Account management 69

Account management Strategize Promote Engineering 69

Sales Hacker

MARCH 5, 2019

Account Executive/Inside Sales. Account Manager/CSM. Account Manager/CSM. Gordon strategically organized and revitalized a mid-market sales organization to create a high producing sector of sales. Join us next January for the 2020 Sales Hacker Top 50 Awards! Let’s celebrate that! Sales Leadership.

Sales 110

Sales Teamwork Inside sales Clients 110

Highspot

DECEMBER 21, 2021

21, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced the expansion of its leadership team with four industry leaders across engineering, product, account management, revenue strategy and sales. billion in 2020, an increase of approximately 12.1

Growth 52

Growth UX Strategize Account management 52

Salesforce

JULY 14, 2022

Before and during my recovery from surgery, I worked as an account manager for a digital agency specializing in service and experience design. My church was looking to make some strategic decisions about where they would focus their energy in the coming years. HIT THE TRAILS. Finding the ideal design thinking opportunity.

UX 98

UX Hospitality Consult Teamwork 98

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

SEPTEMBER 13, 2020

Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. To say that 2020 has been unusual, and unprecedented, and momentous would all be understatements.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Cience

JANUARY 6, 2020

Lead Generation Trends 2020. One of the reasons organizations opt for outsourcing is the ability to save their managers time for more important tasks. That’s why we believe that lead generation companies should also provide managed services that include reports, analysis, and strategic planning. Outsourcing.

Lead generation 89

Lead generation B2B Appointment Networking 89

Sales Hacker

DECEMBER 22, 2020

Where is the strategic plan through customer success or account management for revenue, expansion, upsell, cross sell, referral? But when the pandemic shutdown happened in March 2020, we lost 60% of our revenue in a three-day span. In the majority of the engagements we get to work on, they don’t know.

Cross-sell 102

Cross-sell Clients Growth Up-sell 102

SBI

FEBRUARY 19, 2020

Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth. Zuant has added 36 new clients since January 2019, 10 of which joined in January 2020, including 3M (six divisions), Dow Chemical, Honeywell, Sleep Number (two divisions), Uber, Verizon (three divisions) and others. Account Planning.

Tradeshows 20

Tradeshows Clients Growth Follow-up 20

Highspot

JANUARY 19, 2022

And according to Salesforce’s State of Sales Report for 2020 , top-performing sales reps are up to 33% more likely to spend time training with their managers and up to 46% more likely to receive outside training from other sales experts. On the flip side, Accenture found that every dollar invested in training yields about $4.53

Technique 92

Technique Negotiate Pitch Inside sales 92

Sales Hacker

APRIL 21, 2020

He’s the CEO of a company called Aventri, which he just joined in January, 2020. Aventri is an events management business. Prior to Aventri, he was the managing director and general manager of Gerson Lehrman Group’s largest and most profitable business unit, their financial services unit.

Manufacturing 84

Manufacturing Start-ups Clients Contract 84

PandaDoc

JULY 14, 2020

Speaking of email, strategic, and targeted email campaigns are still the best way to generate more sales. An automated payment management system can integrate multiple platforms and give you a centralized way of managing your payment streams. Account management. This can all be in tandem, separating.

Gambling 52

Gambling CRM Follow-up Prospecting 52

SBI

JANUARY 14, 2020

READY20 will be held August 17-18, 2020, at the Encore Boston Harbor resort – providing actionable ideas and insights for elevating sales preparation and performance. READY20 will be held August 17-18, 2020, at the Encore Boston Harbor resort – providing actionable ideas and insights for elevating sales preparation and performance.

Sales 26

Sales Strategize Technology Technology 26

Sales Hacker

FEBRUARY 1, 2021

Callie Moriarty: I thought about it as effective account management. I think in general, I’d put it in the same category as account management. I joined the world in 2020. So you got a bunch of rejections, but you got one acceptance at 6 River in the role of customer success. Callie Moriarty: I do.

E-commerce 84

E-commerce Follow-up Quota Up-sell 84

SaaStr

JULY 24, 2019

Join us at SaaStr Annual 2020. We’ve added a technical account manager function. The TAM sits alongside the CSM, and they work with, in a dedicated fashion, with our strategic accounts on any sort of technical projects. That means that my CEO Tiago is part of the account team. FULL TRANSCRIPT BELOW.

X-functional 64

X-functional Engineering Clients Start-ups 64

SBI

JANUARY 31, 2020

NEWTON, MA – JANUARY 31, 2020 TechTarget, Inc. Revegy, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar.

Territory 22

Territory Engineering Strategize Technology 22

SBI

DECEMBER 4, 2019

San Francisco, December 4, 2019 — ClearSlide introduces its Winter 2020 update offering users powerful tools for data-driven email outreach and support for real-time collaboration and feedback to build more effective content strategies. Account Planning. Account Planning. Account Planning. Industry News.

Objectives and Key Results 20

Objectives and Key Results Strategize Contact Technology 20

SaaStr

MAY 28, 2019

Director of Customer Engagement, Leslie Lee, Salesforce VP of Community Erica Kuhl and Slack Developer Marketing Manager Elizabeth Kinsey for a session on building communities. Join us at SaaStr Annual 2020. Elizabeth Kinsey, Developer Marketing Manager @ Slack. Want to see more content like this? Leslie Lee, Sr.

Product 92

Product Start-ups B2C Growth 92

SBI

JANUARY 29, 2020

Using a modern, agile approach they can effectively bridge the gap between globally distributed teams with video collaboration tools that enable reps, managers, and SMEs to work together easily and asynchronously. Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar.

Objectives and Key Results 20

Objectives and Key Results Clients Sales Strategize 20

Sales Hacker

MAY 26, 2020

How to adjust your company’s 2020 forecast. How to adjust your company’s 2020 forecast [27:41]. Sam Jacobs: Today on the show, we’ve got Peter Wooster, a 25-year veteran of technology sales and executive management. Should that be a separate account management team? We’re on iTunes. I think we do.

Prospecting 124

Prospecting E-commerce Account management Up-sell 124

Sales Hacker

OCTOBER 7, 2021

Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator. “Amy has a passion for the art of strategic communication and.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Highspot

SEPTEMBER 9, 2020

In a May 2020 Forrester Analytics Business Technographics® study evaluating the efficacy of various B2B sales and marketing methods and routes post-COVID-19, 38% of respondents said the in-person sales meeting had decreased in value.” August 3, 2020). August 3, 2020). August 3, 2020). August 3, 2020).

B2B 90

B2B Sales Cross-sell Contact 90

Miller Heiman Group

DECEMBER 30, 2019

2020 starts tomorrow—and that’s got us feeling reflective. Three Essentials to Upselling in Large Accounts 70% of sales organizations’ revenue comes from existing customers—and these three essential sales strategies show sales leaders and frontline sellers alike how to land and expand enterprise accounts.

Education 49

Education Sales Consult Strategize 49

SaaStr

JANUARY 3, 2020

You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account. Because obviously it’s going to be a strategic channel for your business forever.

Contract 12

Contract Price Commission Conversion 12

InsightSquared

MARCH 8, 2021

I’ve helped many companies to build processes and drive value through various Account Management and Customer Success roles. I recently joined InsightSquared in Q4 2020 after 4 years of consulting independently for small and medium sized businesses; I focused mainly on operational efficiency and maximizing profit. .

Non-Profits 62

Non-Profits Construction Finance Consult 62

Sales Hacker

OCTOBER 21, 2019

Strategic Selling and it’s companion book, Conceptual Selling. It’s been years in the making, but it should be out by January 2020. I have had a 15-year career where sales was always a key component, whether as a seller, an account manager, or as a leader of sales and post-sales revenue teams. Speak at conferences.

Sales 99

Sales Up-sell Start-ups Cross-sell 99

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. Jason Lemkin moderates a panel of some greatest-of-all-time SaaStr speakers taking questions from the audience and over Twitter.

Growth 97

Growth Promote Engineering Up-sell 97

SaaStr

AUGUST 20, 2020

But we started out in what felt like a bunker room, and there was three of us and we’re setting up calls and starting to bring the inbound sales team out to Austin, Texas, which made sense in so many ways strategically. Especially as the team starts to grow from 5 to 15 to 1500 sales reps, it can be a lot to manage.

Sales 108

Sales Price Quota Start-ups 108

SaaStr

JANUARY 31, 2020

Meaning that you have to invest in customer success, in professional services, in technical account managers and all the things that come afterwards when you develop a relationship with your customers. The post SaaStr Podcasts for the Week with Auth0 and CircleCI — January 31, 2020 appeared first on SaaStr.

Price 86

Price Engineering Trust Product 86

Sales Hacker

MARCH 11, 2025

And hindsight is 2020. I’m a big believer in the classical account management function. I mean, I think there’s a time and a place for, you know, when it’s an account manager versus when it’s CSM versus when it’s more procedural renewals manager, I’ve also.

GTM 80

GTM Growth X-functional Referrals 80

Sales Hacker

MARCH 10, 2025

We took a traditional account management role, turned it into a true sales function, gave them quotas, comped them like salespeople, and built a structured playbook. On March 16, 2020, two days after lockdowns began, a class of 14 new reps was supposed to start onboarding in person.

GTM 73

GTM Construction Launch Quota 73

Sales Hacker

DECEMBER 10, 2024

And the kicker, Scott, is that on Monday, March 16th, 2020, I started a class of 14 new sales reps. We grew 95% in 2020, but we didn’t hire as aggressively until the latter part of the year. You have to be the strategic advisor. And that was the last time that group saw each other in person for like two years. What is it?

GTM 115

GTM Construction Up-sell Cross-sell 115