Hubspot

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

Account management 88

Account management Objectives and Key Results Cross-sell Non-Profits 88

Veloxy

JUNE 15, 2023

Essential skills for success include strong customer relations, business development, account management & problem solving abilities. The Role of Outside Sales Reps An outside sales representative’s primary responsibilities include generating leads, cultivating relationships, providing product information, and closing sales.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

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.

Account management 69

Account management Strategize Manufacturing Closing 69

SalesHandy

MAY 28, 2021

Suffice to say — if your intent to cold call is heavily skewed towards “ closing ” — you’re likely to get reported and blocked, which defeats the purpose behind cold calling. If that’s not the case, not only are you less likely to close, but you’ll also end up annoying your lead. Avoid closed-ended conversations. Tone it right.

Cold Call 98

Cold Call Closing Contact Follow-up 98

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Mid-Market Account Executive. Business Development Manager. Account Manager.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. When these large, strategic deals closed, our team and the company celebrated the success. Initially, I provided the models to sales teams.

Sell 103

Sell Cross-sell Finance B2C 103

Understanding the Sales Force

APRIL 30, 2024

It doesn’t matter whether salespeople are in account management or account executive roles. The sales equivalent of nature at work occurs at both target accounts and existing accounts. Most salespeople are not capable of much more than presenting, offering discounts, and following up. Do it right now.

Presentation 73

Presentation Account management Consult Gaming 73

Veloxy

JUNE 23, 2021

This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. Not only are they the main point of contact, Account Executives are ultimately responsible for demoing products and handling the entire cycle in small companies. 3: Account Managers. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

APACSMA

DECEMBER 14, 2023

For instance, the early adoption of social media as a sales tool differentiated thriving professionals who harnessed it for connecting with prospects and closing deals. Cultivate Resourcefulness: Sales success requires resourcefulness in finding leads, generating interest, and closing deals. Proactivity is key. Persistence is key.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Pointclear

NOVEMBER 19, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The three agency people looked at each other, smiled, and the account manager launched into a series of questions. Do you create revenue and can you prove it?”.

Presentation 101

Presentation Account management CRM Quota 101

Martech

MARCH 1, 2024

Instead, B2B retention requires a laser focus on the core business, meeting customer expectations consistently, penetrating existing accounts further and monitoring any changes closely as signals for proactive outreach. They have also been trained in concepts like customer management, LTV and the financial value of loyalty.

B2B 127

B2B Cross-sell Pharmaceutical Account management 127

Salesforce

APRIL 18, 2023

Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails. Close more deals with AI AI can log your activities, target the right leads, and boost productivity. Have a question?

CRM 98

CRM Pitch Territory Presentation 98

Partners in Excellence

APRIL 16, 2024

His closing words resonated deeply: “Change provides a perspective that doesn’t have to be scary and negative.” Seizing the moment, Dr. Dover presented me with an unexpected opportunity. Dr. Dover, the guest speaker, discussed the concept of networking and where it has led him today. ” It was a call to action.

Sell 113

Sell Pitch Account management Up-sell 113

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. She had previously spent time as an account manager at businesses like Cision and Medallia.

B2B 103

B2B Account management Contract Technology 103

Hubspot

APRIL 27, 2023

Account Executive When sales reps show potential for growth and get enough experience creating sales, they often take up the role of an Account Executive (AE). The job of an AE is to close deals by following up on the qualified leads that SDRs generated. Strong communication skills are a must,” Sergienko says.

Account management 76

Account management Commission Contract Sales 76

SBI

JULY 26, 2018

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Custom-branded professional sales presentations look terrific! Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Printing savings by converting to digital media.

Gaming 38

Gaming Presentation CRM Manufacturing 38

Gong.io

JULY 11, 2022

Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. AEs (Account Executives).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SalesLoft

JULY 10, 2023

Regularly presents coachable moments and deal gaps to prevent end-of-quarter surprises. Accommodates large buying committees and account-based selling. Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Veloxy

AUGUST 17, 2022

Proactively act on this information, or let Qualtrics analyze and present ways to improve customer loyalty. For SMBs to Enterprise sized companies, the series of tasks can be cumbersome to sales staff, especially account managers. Thankfully, TaskRay makes onboarding new customers fast and efficient for everyone.

Appointment 147

Appointment Territory Cross-sell Contract 147

Sales Pop!

MAY 20, 2023

There are appointment setters, product presentation specialists, and many others. They must be courageous enough to make a good deal and confidently ask for the close. They will emerge into the business world as mere machines—appointment setters, product presenters, or customer success reps. And I see that as a mega-threat.

Appointment 98

Appointment Education Sales Contact 98

Veloxy

NOVEMBER 29, 2021

In addition to improving your chances of closing more deals, predictive sales analytics also improves the customer experience by delivering the right engagement, with the right content, at the right time, every time. Furthermore, your sales team is enabled to anticipate when and how to close future deals. Pipeline Management.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Hacker

OCTOBER 28, 2022

All presentation videos are available for free on demand.). Lynn Powers — Win back Closed Lost deals during handoff & implementation. Clari’s Lynn Powers blew the roof off the place with her brilliant strategy for exploiting losses during handoff and implementation to win back Closed Lost deals. (I

Sales 85

Sales Follow-up Quota Presentation 85

Salesforce

DECEMBER 19, 2022

Closely tracking performance of these strategies and metrics over time helped them discover that this technology generated 15%-20% of all sales for one of their brands and helped them see double digit increases in AOV from its websites. Lagging indicators simply provide the results and measurements as you can observe them at present.

Drivers/motivators 98

Drivers/motivators Government Technology Technology 98

Hubspot

APRIL 5, 2023

Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year. Regional sales managers oversee sales reps for a determined district and are focused on helping their team meet sales goals.

Cold Call 82

Cold Call Commission Inside sales Territory 82

Openview

JANUARY 14, 2019

These salespeople built face-to-face relationships, met with C-level executives, delivered powerful presentations and closed large deals. Should companies that transition to a SaaS model have one salesperson who does everything — closing the deal and managing the account? The Pros and Cons of Using One Rep.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Salesforce

JULY 18, 2023

How do I get CFO buy-in so my deals close? Kristen Handler , senior account manager, Red Argyle Dear Kristen: Convincing CFOs that your deal is a win doesn’t come down to persuasive language or sexy pitches. Finance and sales can work together to close more deals When it comes to selling, you need to have swagger.

Finance 52

Finance Price Pitch Up-sell 52

Salesforce

JULY 18, 2023

How do I get CFO buy-in so my deals close? Kristen Handler , senior account manager, Red Argyle Dear Kristen: Convincing CFOs that your deal is a win doesn’t come down to persuasive language or sexy pitches. Finance and sales can work together to close more deals When it comes to selling, you need to have swagger.

Finance 52

Finance Price Pitch Up-sell 52

Sales Hacker

JULY 3, 2020

But our content marketing services can impact human resources, customer service, investor relations, sales, and account management as well. 6 Questions to Close Cross-Departmental Deals. Together we can talk through how they can leverage the content we’d create to nurture marketing-qualified leads and close business faster.

Cross-sell 120

Cross-sell Closing Service Conversion 120

The 5% Institute

MAY 25, 2023

It provides a structured framework and set of strategies that guide the sales process, from prospecting to closing deals. Introduction Sales Methodology refers to a systematic approach used by sales professionals to engage with potential customers, build relationships, and ultimately close deals.

Objectives and Key Results 52

Objectives and Key Results Sales Technique Consult 52

Engage Selling

APRIL 21, 2018

Technology in sales is not a solution to a problem. It’s a means of solving a problem, and it hinges critically on how well you apply it as one part of your revenue generation system. Do it wrong and you’re … Read More »

Closing 54

Closing Technology Technology Sales 54

Gong.io

NOVEMBER 7, 2022

before closing. If you’re a software company selling accounting solutions, for instance, you’ll likely need to get approval from the company’s accounting manager and chief financial officer (CFO). It encompasses five stages: Discovery, Qualification, Proposal, Closing, and Delivery. .

B2C 62

B2C Sales Price Prospecting 62

Salesforce

MAY 9, 2024

In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’?

Account management 52

Account management Finance Promote Cross-sell 52

Hubspot

AUGUST 24, 2023

Table of Contents AI Sales Reps Today Examples of AI Sales Reps How to Tell If You’re Taking to an AI Rep When (and Why) Human Reps Are Still Necessary AI Sales Reps Today Sales professionals have traditionally relied on personal interaction to close deals, making it easy to be skeptical of AI's role in this field.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

SalesLoft

SEPTEMBER 27, 2023

Where are the real stories of account executives and account managers who are actually using the AI-based tools their companies are touting? You want to know if AI is actually making a difference on meetings booked, deals closed, and your conversations with buyers. This is frustrating as a seller.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Anthony Cole Training

FEBRUARY 9, 2015

If your sales team isn''t normally engaged in sales that are international in nature, go through 8 stages of RFPs, committee meetings, procurment vetting and finalist presentation and are sales that generate millions or billions of dollars then just maybe the research isn''t relative to your situation). Will find a way to close.

Management Consulting 180

Management Consulting Sales Consult Account management 180

PandaDoc

AUGUST 9, 2023

But despite being ever-present and necessary for career development, it’s surprising how many profiles don’t receive passing grades. A job title like Marketing Manager or Copywriter is a good place to start. You also list hard skills like “Account Management” or “B2B Software Sales” in your header.

Networking 83

Networking Legal Cross-sell Teamwork 83