Martech

SEPTEMBER 11, 2024

Customer success (which comes in many flavors, from customer service to account management), is in charge of customer satisfaction and sometimes renewal. Product management is in charge of anticipating and meeting customer’s emerging needs. Many B2B buyers do research online before speaking, even with a trusted account manager.

Cross-sell 111

Cross-sell Customers UX A/B testing 111

Search Engine Land

AUGUST 19, 2024

With the emergence of AI, the roles of operations, client services, writers, SEO execs, account managers, SEO directors and tech SEOs could be significantly transformed or even replaced by AI agents, potentially reshaping the entire SEO industry. Account management could be as easy as receiving a client’s email or chat message.

Account management 84

Account management Clients Gaming Drivers/motivators 84

Martech

NOVEMBER 1, 2024

Why traditional account management falls short The conventional customer success model, while valuable for retention, often lacks the sophisticated orchestration needed for strategic growth. Traditional account management typically focuses on reactive support and renewal management rather than proactive expansion opportunities.

Growth 136

Growth GTM B2B Strategize 136

Search Engine Land

SEPTEMBER 18, 2024

Instead of having to go through a form or ask your Google account manager, you will have more control over negative keyword exclusions and how your ads appear, ensuring better alignment with brand and audience preferences. In addition, Demand Gen campaigns are getting omnichannel bidding and increased flexibility. Why we care.

Campaign 109

Campaign Account management Launch Conversion 109

Search Engine Land

AUGUST 5, 2024

The restaurateur’s ability to pivot and adapt quickly to changing circumstances offers valuable lessons for digital marketing professionals, especially in managing PPC campaigns where rapid adjustments and optimization are crucial.

Campaign 86

Campaign Strategize Meeting Account management 86

Search Engine Land

AUGUST 22, 2024

Using just one campaign is also common for medium-sized accounts, particularly those with high-end products, high average order values (AOV) or in service-based industries like SaaS and insurance, where CPCs and CPAs are high. Account managers often segment for the sake of segmentation.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Search Engine Land

AUGUST 2, 2024

Dig deeper: Mastering SEO account management: The recipe for success You’ll keep these clients for years and they may refer others. If you work in-house, satisfied clients can also help you get promoted.

Clients 82

Clients Strategic planning Trust Presentation 82

RingDNA

JULY 2, 2025

CTSP – Certified Technical Sales Professional The Certified Technical Sales Professional (CTSP) certification is tailored for sales engineers , solution consultants, and technical account managers involved in complex or product-heavy sales cycles. Duration: ~2–3 hours Cost: Free (with Sales Navigator subscription) 12.

Retail 62

Retail Technical Sales Consult CRM 62

Sales Hacker

OCTOBER 11, 2024

GTM industry events Upcoming go-to-market events you won’t want to miss: GTM Summit by Pavilion : October 14 – 16 (Austin, TX) GTMfund Dinner: October 30 (San Francisco) Subscribe now More Product : Upland Altify Revenue growth isn’t easy, but it can be simplified.

GTM 114

GTM X-functional Pipeline Construction 114

Sales Pop!

MARCH 30, 2025

In large accounts, the buying team multiplies the people problem. Is the accounting manager a C compliant? What about the operations manager – an I influencer? Going back to our SMB example, the challenge is to understand and communicate with typically only one or two buyers.

Legal 146

Legal Finance Territory Up-sell 146

Hubspot

JUNE 16, 2025

Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.” Even account managers — once focused on relationship-building — are now expected to drive revenue. This is especially true in complex B2B sales like SaaS, ABM, and enterprise software.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Membrain

MARCH 16, 2025

Drawing from experience in medical devices, professional services, and financial services, he provides actionable strategies on sales enablement, coaching, and account management that sales leaders can apply immediately.

Growth 76

Growth Account management B2B Sales 76

SaaStr

MAY 26, 2025

A quarterback that can manage a team and plays over many, many months. And that will require account management by humans. Enterprise Will Lag, But Change Still Coming Enterprise sales still generally needs a quarterback to close deals. Not that many. There will be plenty of change coming in enterprise sales with AI.

Inside sales 98

Inside sales Sales Commission Territory 98

Salesforce

NOVEMBER 15, 2024

Account Management: An Account Manager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities. They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

JANUARY 24, 2025

” Customer service will have their 5, marketing theirs, rev op/enablement theirs, inside sales/BDRs theirs, field sales theirs, account managers theirs. This doesn’t mean everyone in the organization has the same “5 key metrics.” All of these roll up to the 5 key metrics the CRO cares about.

High impact 103

High impact Pipeline Inside sales Quota 103

Membrain

JANUARY 12, 2025

Meet Andrew Barbudo , a digital media sales expert and Author of "Top Sales Producer: How To Crush Your Sales Quota", who shares his intriguing journey from the trenches of budget management and report generation to becoming a top-performing sales producer.

Quota 125

Quota Account management Education Sales 125

Understanding the Sales Force

NOVEMBER 15, 2024

While some growth can be expected to come from effective account management, the kind of growth desired by most companies comes from consistently finding and closing new accounts.

Prospecting 71

Prospecting Cold Call Pipeline Gaming 71

Highspot

JULY 7, 2025

Turning AI-driven insights into ABS actions and optimizations can help your team accurately identify valuable customers and pinpoint which specific accounts deserve the most attention and resources by your vertical- and territory-focused sales teams.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Veloxy

FEBRUARY 12, 2025

The TeamLink feature helps you find warm paths into accounts through shared connections. The system’s sophisticated filters help sales teams search by seniority level, company size, and recent job changes. month or $959.88/year year Advanced: $179.99/month month or $1,679.88/year

Product 130

Product CRM Price Objectives and Key Results 130

SaaStr

FEBRUARY 7, 2025

Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience. You gotta know the product cold.) Similar to most structures of a technical sales team.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

PandaDoc

MAY 2, 2025

Log in to PandaDoc to start building your strategy, chat with your account manager for expert guidance, or upgrade your plan to unlock even more features. Next steps If your team is ready to make pricing a more strategic part of your revenue motion, heres how to get started. Ready to level up your pricing game?

Price 52

Price Drivers/motivators Legal Contract 52

Salesforce

OCTOBER 22, 2024

And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. Having an ally on the inside can make the sales process run more smoothly.

E-commerce 87

E-commerce Territory Pitch Sales 87

Martech

JULY 26, 2024

As account managers have established one-on-one relationships with their clients, they are likely to keep documentation and note-taking to a minimum. Here, we often see highly customized CRMs or CRMs that are country- or industry-specific. Handovers to colleagues can be done verbally at will.

Pharmaceutical 115

Pharmaceutical CRM B2C Technology 115

SaaStr

JUNE 29, 2025

Built Account Management to Capture Hidden Revenue The Realization : “There’s a huge potential and there’s like a big part of the revenue that we’re leaving on the table.” The Framework : Account management wasn’t just retention—it was expansion revenue.

Cross-sell 75

Cross-sell Commission Account management Strategize 75

Martech

JANUARY 14, 2025

Penetration marketing Marketing teams can use their skills in data analysis to help account managers find valuable insights that lead to better upselling and cross-selling opportunities. This can also surface helpful reasons for the sales or account management teams to call the customer.

B2B 132

B2B Customers Objectives and Key Results Cross-sell 132

PandaDoc

MAY 2, 2025

Then log in to PandaDoc to start building your strategy, chat with your account manager for expert guidance, or upgrade your plan to unlock even more features. Audit your current sales doc process, identify where personalization, compliance, or consistency is breaking down.

Legal 52

Legal Territory Contract Price 52

Highspot

MARCH 6, 2025

Sales development representatives (SDRs), account executives (AEs), and account managers (AMs) have different responsibilities and success indicators. Tailoring Performance Evaluations for Different Sales Roles While tracking performance metrics is important, not all sales roles should be evaluated using the same metrics.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Engage Selling

FEBRUARY 17, 2023

When it comes to business development, account management, and sales prospecting, are you creating buy-in confidence for your customers? Let me let you in on a secret: your customers today … The post Create Buy-In Confidence for Your Customers first appeared on Colleen Francis - The Sales Leader.

Customers 62

Customers Account management Prospecting Sales 62

Salesforce

SEPTEMBER 10, 2024

Agents should have the same holistic view of customer interactions , via your customer relationship management (CRM) platform, as the sales, marketing, and account management teams. This means unifying all data on a single platform across your organization, so all employees can access a single source of truth.

Service 69

Service Customers Cross-sell Contact 69

Highspot

JULY 3, 2025

However, it’s enablement teams that ultimately leverage their marketing colleagues’ messaging and positioning materials and guidance to provide hands-on sales enablement training to reps, like how to create bespoke digital sales rooms for accounts.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Salesforce

JULY 3, 2025

With lead and account management, you get a complete view of every prospect in one place, making it easy to track interactions and opportunities. Watch the webinar: Get AI-Ready: Build a solid foundation for AI in your small business How Salesforce helps startups automate sales As a startup, you need sales tools that grow with you.

Technique 52

Technique CRM E-commerce Click Through Rate 52

SaaStr

JUNE 23, 2025

What This Means for Sales Leaders If you’re running SDR teams: Invest heavily in AI tools that augment your team’s capabilities Focus on quality metrics over activity metrics Consider hybrid roles that combine SDR work with customer success or account management Upskill your team in technical and consultative selling If you’re planning (..)

B2B 67

B2B Cold Call Pipeline Engineering 67

Engage Selling

JULY 14, 2023

It has come up in several of my recent conversations with senior sales executives: far too many salespeople cling haplessly to contrived sales scripts when talking to prospects…and sometimes even … The post Let Go of the Script first appeared on Colleen Francis - The Sales Leader.

Prospecting 62

Prospecting Conversion Sales Account management 62

SaaStr

JUNE 17, 2025

The AE increases suggest companies are investing in deal execution and account management over lead generation. They’re reallocating resources from prospecting to customer success and implementation excellence, trading top-of-funnel quantity for post-sale quality.

Growth 77

Growth Referrals Strategize B2B 77

Martech

FEBRUARY 24, 2025

If account managers primarily complete intake requests, their expertise is likely greater than that of multiple business partners. Intake is where account managers shine. Be mindful of questions better suited for someone else to answer. Also, do they have the expertise to respond accurately?

X-functional 72

X-functional Territory Account management Strategize 72

Engage Selling

OCTOBER 21, 2024

Ever feel like follow-up meetings are a bit of a maze? Let’s simplify it! This video tackles four essential prep steps to help you navigate these meetings smoothly. Don’t forget … The post Prepping for a Current Client first appeared on Colleen Francis - The Sales Leader.

Clients 62

Clients Meeting Follow-up Sales 62

Martech

JUNE 9, 2025

From account management to strategic partnership: Aligning internal teams around the client’s long-term success metrics, not just logo retention or feature adoption. From onboarding to enablement: Extending the relationship far beyond the go-live date, investing in real training, process design and continuous alignment.

Strategic partnership 66

Strategic partnership Strategize Government Negotiate 66