Salesforce

NOVEMBER 15, 2024

Here are a few of the most common paths SDRs may take: Account Executive: As the most popular next step in an SDR’s sales career, an Account Executive is responsible for building and maintaining relationships with clients to drive sales and achieve revenue targets.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Veloxy

FEBRUARY 12, 2025

Our customers tell me how our 360 degree customer view eliminates the need to switch between different platforms. The automated activity capture for emails and events creates a single source of truth for all customer interactions. Without doubt, Gong’s integration capabilities with existing tech stacks make it special.

Product 130

Product CRM Price Objectives and Key Results 130

Martech

JULY 26, 2024

Effectiveness is about doing the right things, which benefits the customer and makes a stronger business case. Here, we often see highly customized CRMs or CRMs that are country- or industry-specific. They focus on efficiency (saving money) rather than effectiveness (making money). Martech is used differently by business models (e.g.,

Pharmaceutical 117

Pharmaceutical CRM B2C Technology 117

Salesforce

OCTOBER 22, 2024

Pioneered in the 1990s by Jack Napoli, the MEDDIC framework transforms teams into sales powerhouses by delving deep into the elements of the customer buying experience. And by the end, you’ll know more about your customer than you have before. You’ll need to be prepared to accommodate your clients along the way.

E-commerce 87

E-commerce Territory Pitch Sales 87

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

PandaDoc

MAY 2, 2025

Start with tiered and volume-based pricing that encourages bigger buys Tiered and volume-based pricing models work because they align your customers financial interests with your revenue goals. Its a simple psychological lever: customers are motivated by value. See also What is bundle pricing and should you be using it?

Price 52

Price Drivers/motivators Legal Contract 52

Highspot

MARCH 6, 2025

Whether youre encouraging accountability, building better customer interactions, or digging for deeper insights into daily sales activities, heres what you can offer: Self-evaluation: Sales reps reflect on their performance, set personal goals, and identify obstacles. Then, layer in client feedback for some qualitative depth.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Martech

JUNE 9, 2025

Clients no longer settle for surface-level engagements that end at onboarding. In this new environment, long-term success for SaaS vendors depends not just on product quality, but on how deeply their platforms are embedded into clients’ daily operations and strategic goals. Connecting asset management to global usage rights.

Strategic partnership 68

Strategic partnership Strategize Government Negotiate 68

Highspot

JULY 3, 2025

Many buyers may value the autonomy and convenience of digital customer journeys. The reality, though, is that potential customers still require human interaction (and a lot of it) to make well-informed and timely decisions about B2B products and services. What is B2B sales enablement?

B2B 52

B2B GTM Objectives and Key Results Sales 52

Martech

FEBRUARY 24, 2025

The role of an intake form in data segmentation An intake form serves as the first point of contact between a client or business partner and the team executing the request. This will help guide your customers and streamline your data. Know your audience Consider what information your customer should provide in the intake request.

X-functional 75

X-functional Territory Account management Strategize 75

Engage Selling

DECEMBER 15, 2022

The post Don’t Let Customers Forget This first appeared on Colleen Francis - The Sales Leader.  Are you making this mistake? It’s a common and critical mistake I see sellers make during these chaotic selling times.

Customers 62

Customers Sell Sales Account management 62

Engage Selling

JULY 10, 2024

Thinking you own the client solo is a losing game. I’m tired of hearing sellers and account managers claim they’re keeping others out to protect the customer. Client … The post Are You Being Selfish? first appeared on Colleen Francis - The Sales Leader.

Account management 62

Account management Gaming Clients Customers 62

Salesforce

APRIL 7, 2025

Unlike most CROs, she responds instantly to queries with full access and awareness of all relevant accounts, customer profiles, metrics, and ongoing campaigns. Cloud23 recognized the need for increased operational efficiency and more effective payroll management. Fallon doesnt merely manage their payroll and balance the budget.

Clients 84

Clients Drivers/motivators Account management Finance 84

Sales Hacker

FEBRUARY 18, 2025

Here are three great anecdotes that kind of always spring to mind and get sort of prospects and customers excited. Obviously those should probably come from your lighthouse customers or your first design partners. Because you really have some rapport with this client. Hopefully they’ve approved that you can use their name.

GTM 95

GTM Quota Drivers/motivators Sales 95

Sales Hacker

JUNE 3, 2025

So I think the lesson in the early days is when you start to build a sales team you don’t just do the finger in the air and just start hiring willy-nilly based on where you currently have customers. And a good example of that is maybe we overinvested in account managers and we needed more sales people. Big customers?

GTM 89

GTM Territory Gaming Sales 89

Martech

MAY 23, 2025

I also knew that we marketers needed to move off our maniacal obsession with new-account lead gen and invest in adding value across the entire customer relationship. Key accounts have been the source of most B2B profits forever, but they have traditionally been sales’ province. That famously happened with CRM decades ago.

B2B 99

B2B CRM Strategize Account management 99

Hubspot

MAY 5, 2025

They want to see exactly how the tool benefits them through customized use cases, industry-specific examples, and expert-level consultation on ROI. Thats because trust cultivates long-term relationships 72% of company revenue comes from existing customers, proving that loyalty and retention matter more than one-time wins.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Martech

OCTOBER 22, 2024

In most of these, the client or stakeholders have felt oversold and/or under-serviced by their CDP provider. ID resolution & a single view of the customer across all channels. For marketers, their big ad agencies were and still are hopeless as solutions to help with customer data, especially first-party customer data.

Service 119

Service Consult Clients Engineering 119

Salesforce

APRIL 17, 2025

Enter AI and Agentforce for Consumer Goods , which are quickly changing the way consumer goods companies engage with their customers. Learn more about: Understanding agentic AI Agents for sales Agents for key account management Agents for retail execution Agents for customer service Are you ready to build agents for your consumer goods brand?

Objectives and Key Results 82

Objectives and Key Results Negotiate Retail Promote 82

Salesforce

APRIL 15, 2025

Within all of these, theres a growing demand for more HLS personalization: trust-centered customer and patient experiences that not only meet individual needs but also proactively improve health outcomes. These AI agents can provide personalized, real-time interactions and support, enhancing the overall customer experience.

Pharmaceutical 59

Pharmaceutical Healthcare Hospitality Appointment 59

SalesPop

MARCH 25, 2021

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. Bubble-area* advertising was obviously wasteful.

Account management 98

Account management Customers Pipeline Trust 98

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account management 111

Account management Objectives and Key Results Cross-sell Contract 111

RAIN Group

MARCH 24, 2021

It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.

Account management 140

Account management Launch Clients Closing 140

The 5% Institute

DECEMBER 2, 2019

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? So what is key account management?

Account management 98

Account management Objectives and Key Results Cross-sell Strategize 98

Hubspot

MARCH 18, 2019

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." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

Sales Pop!

FEBRUARY 20, 2024

Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced me to the concept of “Iceberg Selling,” A sales approach that goes beyond the surface-level understanding of customers.

Customers 162

Customers Account management Sales Clients 162

SalesPop

APRIL 9, 2021

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. Otherwise, account management isn’t really possible.

Account management 97

Account management Government Follow-up Start-ups 97

Salesforce

OCTOBER 6, 2021

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. Leadership skills. Communication skills.

Account management 97

Account management Objectives and Key Results Clients Drivers/motivators 97

Engage Selling

DECEMBER 20, 2018

There’s a step that’s commonly missing in account management planning. Do you know what it is? Many strategies look like this: Plan -> Execute -> Measure However, I suggest moving forward, that they look more like this: Plan -> Execute … Read More »

Account management 110

Account management Up-sell Clients Closing 110

Engage Selling

JANUARY 16, 2020

Building trust with clients should be at the forefront of every organization’s thinking and planning. Look, making a sale is great, but just because a buyer agrees to purchase your product, use your service or work with you doesn’t mean … Read More »

Trust 153

Trust Clients Service Product 153

SalesPop

MAY 21, 2021

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. Back End Administration. Automatizer.

Account management 98

Account management CRM Pipeline Territory 98

SalesPop

MARCH 12, 2021

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? Comparison to a Familiar Product.

Account management 98

Account management X-functional Pipeline CRM 98

Engage Selling

NOVEMBER 27, 2020

And while this year will likely look much different than any year in recent memory, here are some client gift giving ideas to keep in touch with your customer base. We’re approaching that time of year. Take the opportunity to … Read More »

Clients 133

Clients Customers Account management Growth 133

Hubspot

MARCH 7, 2023

Account managers are the liaison between a company and its clients. Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. You can practice formulating answers that highlight your skills as an account manager.

Account management 80

Account management Clients Contact CRM 80

SalesPop

MAY 7, 2021

One place where project management really comes into account management is bringing a broadly stated goal into realistic terms. They can use account planning and project management to figure out just how realistic that goal is. Numerous parts of project management will be part of this tool. the innovator.

Account management 98

Account management Drivers/motivators Pipeline CRM 98

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

Sales Pop!

APRIL 10, 2022

Customizing Details. For every one of the entities viewable in Pipeliner—opportunity, account, contact, lead, task and activity—the user has always been able to view various entity details. For example, if you have an account for a partner, you’re likely to have a different sales process requiring different fields.

Pipeline 245

Pipeline CRM Account management Contact 245