Miller Heiman Group

FEBRUARY 13, 2019

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. What to Do Instead.

Account management 69

Account management Strategize Manufacturing Closing 69

RAIN Group

MARCH 24, 2021

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.

Account management 140

Account management Launch Clients Closing 140

Search Engine Land

NOVEMBER 13, 2023

In todayʼs competitive agency marketplace, itʼs more difficult than ever to stand out from the crowd and retain clients. As AdWeek reports, it’s not uncommon for small-to-medium-sized firms to see upwards of 40% client turnover year over year. Why clients break up with their agencies 2. The solutions to client churn 3.

Clients 100

Clients Objectives and Key Results Referrals Non-Profits 100

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." The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management.

Account management 86

Account management Objectives and Key Results Cross-sell Non-Profits 86

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

RAIN Group

APRIL 10, 2024

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

Cross-sell 52

Cross-sell Clients Sell Represent 52

RAIN Group

DECEMBER 2, 2022

Client loyalty can make or break a company. Loyalty is tied to buyer satisfaction and their experience buying from you—but it’s tough to earn. Fred Reichheld, author of?

Clients 129

Clients Promote Sales Customers 129

Pointclear

NOVEMBER 7, 2011

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. Is our strategic account target market 100% covered?

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Iannarino

JUNE 21, 2021

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients. In 2011, I was asked to help a client’s strategic account management team improve their results. The greater value you create, the more modern your approach.

Strategize 177

Strategize Clients B2B Sales 177

Search Engine Land

SEPTEMBER 5, 2023

Whether in-house or at an agency, if you’ve been in PPC account management, odds are you’ve been asked some version of that question at least once. A client point of contact may simply be assessing viability and options of a mandate handed down from management. “We want to hit {goal}. What should we expect to spend?”

CTR 134

CTR Pitch Clients Campaign 134

Search Engine Land

FEBRUARY 27, 2024

Although I’ve owned an agency for seven years, most of my career was spent working on the client side. I’ve compiled questions I would have asked when I was on the other side of the desk and also from questions prospective clients ask us. What percentage of the company’s revenue does paid media management represent?

Retail 104

Retail Clients Contract Campaign 104

Martech

JULY 31, 2023

Account Based Marketing is intrinsically strategic. ABM is a B2B marketing strategy that focuses on working with target accounts to market in a measured and structured way. If you’re entirely new to ABM check out our introduction guide to account-based marketing , then circle back to learn how to apply it. Get MarTech!

Intrinsic 79

Intrinsic Objectives and Key Results Government Strategize 79

SBI

JANUARY 22, 2020

How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue Growth. Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes to transform their Account Planning program. WHEN: THURSDAY, 2/13 AT 11AM PT.

Strategize 43

Strategize Growth Pipeline Engineering 43

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Or the goal could be attainment-focused based on customer percentage, such as selling into 30% of 100 key accounts. Their focus is on net new divisions clients in top 100 lists. specific to the mid-market pod’s client base.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Sales Hacker

AUGUST 7, 2020

Managing Client Partner. Manager, Business Development. Vice President, Client Partnerships North America. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Managing Partner- Business Sales.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SaaStr

JANUARY 30, 2023

” They learned that many company founders were HR leaders who needed help managing complicated local labor laws. Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Make sure clients love you. Go global early.

Cross-sell 93

Cross-sell Account management Clients Growth 93

Search Engine Land

DECEMBER 4, 2023

These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. GPT-4 performs better for writing, so the extra cost and latency are worth it when I need to write a landing page copy or a report to be shared with a client. Image from author’s presentation at SMX Next.

Objectives and Key Results 115

Objectives and Key Results Campaign Launch Strategize 115

Search Engine Land

FEBRUARY 15, 2024

They’ve worked with hundreds or even thousands of clients in many industries. And, because SEO agencies work with many clients, they avoid the tunnel vision that an in-house SEO can be vulnerable to. This is often the best way to assess where the site is today so that your vendor can recommend a strategic path for the next steps.

Consult 117

Consult Clients Engineering Service 117

Miller Heiman Group

OCTOBER 6, 2020

Most direct sales reps have been sidelined from visiting their clients, and video calls have become the norm. Social interaction with clients and prospects is more limited and direct face-to-face time to discuss business needs and strategize is and will be very limited for an extended period of time. Process alignment.

Strategize 109

Strategize Quota Manufacturing Clients 109

Hubspot

DECEMBER 21, 2016

If you approach the process strategically and for the right reasons, change can be a positive force for your company -- and it could potentially result in pretty impressive growth in the long run. In our agency's infancy, our client services team was divided into departments by role. Why We Saw Change on the Horizon.

Clients 69

Clients Growth Account management Strategize 69

Partners in Excellence

JUNE 30, 2022

Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies. Afterword: If you want to learn the secrets of incorporating innovation into your account planning process, reach out. Glad to share the experiences we are seeing our clients achieve in this process.

Growth 68

Growth Cross-sell Strategize Account management 68

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. Account Planning Basics. Planning Specifics.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Lead Fuze

MAY 26, 2023

These include establishing effective communication channels, defining specific KPIs to measure performance, choosing strategic partners who can think critically and adapt to feedback, and embracing lean startup principles for continuous improvement. Choose wisely. Find out how to assess and evaluate the right agency for you.

Objectives and Key Results 52

Objectives and Key Results Campaign E-commerce Strategize 52

Hubspot

JUNE 6, 2019

This role might also be more client- or management-facing, sharing the results of a whole team of analysts. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. Sales Operations Manager. The good news?

Finance 77

Finance SQL Strategize Account management 77

Gong.io

JULY 27, 2022

Today’s high-performing revenue teams are those who are focused heavily on retention, not just new client acquisition. For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. Align with strategic goals.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Hubspot

JUNE 28, 2016

Rarely do client-side decision makers report to their fellow C-suiters the value your agency provides. Either way, it's a problem when clients are more focused on your invoices than your services. If you reduce a client's cost per lead and neither your client nor her C-suite knows it -- has it really happened?

Clients 41

Clients Negotiate Price Account management 41

Veloxy

FEBRUARY 22, 2023

Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Heinz Marketing

SEPTEMBER 25, 2019

But how can they ensure their Sales Development Reps, Market Development Reps, Sales Team Leads, Account Executives, Sales Team Managers, Account Managers and the like are working like a well-oiled machine? Thinks strategically, like a business leader. Possesses the attitude and ability to adapt.

Strategize 99

Strategize B2B Drivers/motivators Sales 99

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. The key is to align the activities of the account team (account manager, customer success manager, clients services team, etc.)

Customers 73

Customers Contract Cross-sell Account management 73

APACSMA

NOVEMBER 17, 2022

“Sales will always be a huge part and is a lifeline for any organization and APACSMA is here to ensure that consumers continue to believe and get value from sales professionals across various disciplines from business development executives to account managers to sales engineers and customer success professionals.”

Territory 52

Territory Sell Education Consult 52

Search Engine Land

NOVEMBER 11, 2022

It’s probably most likely to start at an agency, and that’s a wonderful place to kick off almost any career related to marketing (or design, account management, video production or sales). Working closely with internal and client stakeholders. Reviewing and delivering client deliverables. SEO manager.

Education 95

Education Clients Engineering Represent 95

Salesforce

JULY 6, 2023

Not being impeccable with my word, like being late or not getting something done, is the easiest way to lose a client,” she said. Trending Articles 3 Steps to Strategic AI Adoption 4 min read AI From A to Z: The Generative AI Glossary for Business Leaders 16 min read 6. It’s how you show up.

Quota 86

Quota Closing Education Sales 86

Sales Hacker

APRIL 11, 2019

Keep reading, and I’ll lay out the three distinct ways your salespeople are motivated, then list strategic ways you can motivate each “type.”. She loves winning new clients for the pure enjoyment and self-satisfaction of winning. RELATED: 12 Expert Tips For Managing a Successful Sales Team. They just will.

Extrinsic 85

Extrinsic Drivers/motivators Intrinsic Commission 85

SaaStr

JANUARY 12, 2024

” Prediction #4: Customer Success Scales through Clients and GTM Team The next prediction for 2024 is that we’re seeing (and will start to see more frequently) customer success scale in different ways beyond just hiring CSMs. But in Customer Success Management, there’s a way to make them way more productive and happier.

Customers 100

Customers GTM Growth Clients 100

SBI

FEBRUARY 19, 2020

Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth. Zuant , the award-winning mobile lead capture cloud solution, announces record client growth and event set-ups year-over-year since it’s launch in 2010. Since then, Zuant’s client base has grown to more than 575 clients.

Clients 27

Clients Tradeshows Growth Follow-up 27

Partners in Excellence

MAY 3, 2022

They worry about how the problem impacts their ability to achieve their strategic goals. To some it may be a hassle factor in their day to day performance of their jobs, to others it’s a strategic opportunity or threat. So it was right the CEO and his top management didn’t care. Their perspective is very different.

Strategize 79

Strategize Territory Cross-sell Growth 79