The Secret to Account Churn is Not Dedicated Account Managers

Understanding the Sales Force

Dave Kurlan account management account manager territory sales vertical sales role specializationI do my own weeding and that "hobby" takes up a lot of my free time.

What is Key Account Management? [+ Checklist]

RAIN Group

But that’s all in the hands of the key account team now. The good news is that key accounts are 60% to 70% more likely to close compared to the 5% to 20% likelihood of selling to a new client. Strategic Account ManagementYour team just won a new logo! Congratulations!


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

Seamless Account Management


The post Seamless Account Management appeared first on SalesPOP! Sales ManagementIn my opinion, every sales organization and sales leader has had a very distinguished and legitimate request to achieve goals.

What Is Key Account Management?

The 5% Institute

What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? What Is Key Account Management?

How to Balance Prospecting Activity with Account Management

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Podcast Account Management

Blending Text Messaging Into Your Account Management Process

Sales Gravy

The Fine Art of Blending Text Messaging Into Your Account Management Process I love blending text messaging into my account management process. There are two reasons why blending text messaging into your account management process works: It’s mobile.

A Simple but Brilliant Account Management Strategy

Engage Selling

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy.

The Secret to Account Churn is Not Dedicated Account Managers


I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday

Account Management and Application Integration


The next aspect of account management we need to consider–one that is vitally important–is application integration. Integration Tied Into Account Management. Let’s take a look at how application integration affects account management.

Account Management, Quotas and Forecasting


Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. Sales Management

Top 6 Account Management Skills To Build


Which account management skills should you be focused on right now? Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. Most recruiters look for hunters to fill sales roles and farmers to fill account management roles.

How to stop failing at account management


Sales Management Sales TerminologyThe words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.

Account Management Through Pipeliner CRM—A Summary


Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management.

Account Management: It’s About Keeping Customers!


Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t.

Account Management Must Include Adding Value


It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. Sales Management

The Missing Step in Account Management

Engage Selling

There’s a step that’s commonly missing in account management planning. Sales Coaching motivating employees optimizing sales Pipeline ManagementDo you know what it is?

5 x Account Management Best Practices To Succeed

The 5% Institute

Learning, and then implementing account management best practices can have an excellent result and impact on your overall sales efforts, and relationships with your clients. 5 x Account Management Best Practices To Succeed. What Are Account Management Best Practices?

What Is Account Management – Your Ultimate Guide

The 5% Institute

In the world of business and sales, there are so many terms and definitions – so what is account management? And what are the benefits of account management? What Is Account Management? Account management may consistent of: Managing the relationship.

Account Management: The Missing Step | Sales Strategies

Engage Selling

????????????????????????????Many of you have read a lot of the work we’ve done on account management. But here’s what really critical about account management. These are the four steps of account management. The review is so important … Read More » Sales Tips accomplishing goals account management Colleen Francis CRM CRM systems Engage Selling Solutions managing accounts sales Sales Lessons sales results sales success

Why Do We Innovate? It’s Called Account Management


We explored the vital importance of account management in our previous article on account management —the idea being that obtaining new accounts is far more costly than maintaining and expanding existing accounts. How do companies hang onto accounts?

Project Management—an Essential Part of Account Management


We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. Project Management Elements.

How Account Managers Can Win Back Strategic Accounts

Miller Heiman Group

Managing a strategic account is a complicated balancing act. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals. Strategic accounts are an important part of your company’s success. When you lose a strategic account, you need to first evaluate if you want to win that account back.

Account Management, The Challenges Of Incumbency

Partners in Excellence

Account Based Everything is a huge topic these days. Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing our accounts is a huge opportunity. Growing our existing accounts is a hands down winner! Intuitively, it makes sense to leverage our current accounts. We have a bit of an “insider” or incumbency advantage with these accounts.

Key Account Management: The Ultimate Guide


At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." The answer: Key account management. How to know whether your company needs a key account management strategy.

5 account management mistakes you may be making - and how to avoid them


Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one. Account Growth Planning & Execution

The Most Important Thing To Know About Account Management

A Sales Guy

The single most important element of account management and one of the most critical sales skills is proactivity. Yet, unfortunately, far too many farmers or account managers leave too much to reaction or reactivity. The great advantage to account management is your access to data. At the very least, good account managers should know all the facts. Unlike hunting, account managers start with a tremendous amount of data.

First and Only Effective Account Management Included in Sales CRM


For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Nature of Accounts. Sales Management

An Account Management Non-Negotiable | Sales Strategies

Engage Selling

All salespeople should be required to have four or more active relationships inside … Read More » Sales Tips active accounts Client Communication client relationships client retention Client Success Colleen Francis Engage Selling Solutions sales Sales Goals Sales Strategies sales success selling??????????????????If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople.

3 Ways to Increase Your Sales As An Account Manager

The 5% Institute

An Account Manager can be a tough job at the best of times – especially if you want to increase your sales. Below are three quick ways to increase your sales as an Account Manager. 3 Ways to Increase Your Sales As An Account Manager.

The Top Mistakes to Avoid in Strategic Account Management in Consolidated Markets

Miller Heiman Group

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs. Meanwhile, your leadership expects you to initiate a top-to-bottom review of your strategic account management plan.

New Book will Improve Your Account Managers' Relationships

Understanding the Sales Force

Jeb Blount, a leading expert on customer experience and account management, just published the new book, People Love You: The Real Secret to Delivering Legendary Customer Experiences. Account managers are usually responsible for holding these relationships together. I don''t endorse many books but this is a good one and if you manage important accounts or relationships this book is a must read.

Sales Specialists And The Account Manager, Why Is There Conflict?

Partners in Excellence

Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. Yet too often, I see conflict between the sales specialist teams and account managers. Territorialism: Account/territory managers are, by definition, territorial.

Who We’re Hiring for Team SaaStr: Director of Account Management, and Director of Email / Growth Marketing


Who we’re hiring for at SaaStr: Director of Account Management to support our top sponsors. The post Who We’re Hiring for Team SaaStr: Director of Account Management, and Director of Email / Growth Marketing appeared first on SaaStr.

Outsourcing Strategic Account Management – What, are you crazy?!


At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. The line of thinking goes something like this: “Outside resources cannot possibly understand what our sales reps and account managers know about our company, our solutions and our culture.

10 Things All Account Managers and Salespeople Should Do NOW to Have a Great 2016

The Sales Hunter

I know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start. Below are the 10 that I definitely think you should not overlook: 1. Learn the 2016 company objectives for each of […]. Blog leadership Professional Selling Skills Sales Motivation forecasting goal setting goals quotas sales motivation

Voicemail Tips for Sales Prospecting, Account Management and Overall Selling…

The Sales Hunter

Salespeople are quick to assume that just because they have in their phone on speed dial the number of their key account contacts, that the contacts have done the same. The only exception is if you’re calling a key account or some other type of customer you interact with a lot and you use voicemail to convey information, etc. The exception, of course, would be if you’re calling a key account or customer you interact with on a regular basis.

Key Account Management: It's More Than A Title

Sales Gravy

There are many opportunities for mistakes to be made in the key account management process. What is the Most Common Mistake Regarding Key Account Management? Key Account Management seems to be the buzz word in sales today. It is, in fact, a r

The Truth About Leads, Marketing Automation and Strategic Account Management


Strategic account management and marketing automation: a marriage made in heaven or oil and water? I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads.

How to Integrate Social Media Into Your Sales Strategy

Engage Selling

Account Management Prospecting Colleen Francis Engage Selling Engage Selling Solutions How to Integrate Social Media Into Your Sales Strategy Sales Leader sales leadership Sales Lessons sales management Sales Strategies sales success sales team sales training selling strategies The Sales Leader

The Most Dangerous Sales Number

Engage Selling

The sales rep in … Read More » Account Management Observations from the real World account management client retention managing client relationships sales growth sales leadership sales leadership content sales leadership ideas

Sell 94