Miller Heiman Group

APRIL 2, 2019

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.

Account management

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

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

SalesPop

APRIL 30, 2021

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. A vital key to strategic account management is creating value for the customer.

Account management

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

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

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 Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.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

The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. Account management roles encompass a range of responsibilities that require a unique blend of skills and expertise.

Account management

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it.

Account management

Sales Hacker

AUGUST 7, 2020

Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue. Senior Manager, Mid-Market Sales. Strategic Team Lead. Strategic Account Executive.

Territory

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. Building an account manager dashboard.

Engineering

Partners in Excellence

AUGUST 25, 2014

Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account. Become a strategic partner. I believe it’s my God-given right to 100% share of the account! Build additional business… The list can go on.

Territory

Partners in Excellence

OCTOBER 27, 2013

Too often, it’s that annual exercise management makes us go through. We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” We prepare and conduct fancy presentations.

Account management

Heinz Marketing

JUNE 22, 2023

They are usually executives or managers who have a broad understanding of the company’s goals and objectives. They base their decisions on factors such as market trends, financial performance, strategic growth, and customer needs. TDMs make decisions related to technology.

Finance

Partners in Excellence

AUGUST 14, 2014

We have a global business, expecting customers to contact us in a central location, say the West Coast of the US. But customers on the East Coast may want to talk and even place an order at 9 EST. As an example, some years ago, we were helping a very large organization redesign how they handled strategic accounts.

Customers

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

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. Then, the Account Manager from Success will be responsible for any large clients subsequently pushed over.

Strategize

Highspot

NOVEMBER 9, 2021

“Customers today are won or lost based on the experience they have with frontline sellers, account managers and customer success staff,” said Jake Braly, VP Strategic Alliances and Partner Revenue, Highspot. Contact: Elena Edington, 206-817-4339, elena.edington@highspot.com. About Corporate Visions.

Customers

Miller Heiman Group

OCTOBER 6, 2020

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. Whichever scorecard you use, it should focus on these universal qualifying categories: Strategic opportunity quality scorecard.

Strategize

Highspot

JANUARY 7, 2020

Our work helping hundreds of customers enable their revenue teams to execute strategy has reinforced my perspective that to successfully land strategic plays that drive business outcomes, you must first ask the right questions. Answer: Account Management. Answer: Topic SME = Partner Marketing Manager. WHO (Customer).

Account management

SaaStr

JULY 1, 2024

You’ll probably need to be multi-threaded, selling to multiple contacts within an organization. You may also want to hire strategic account managers if you’re going after these big whales. Many of these folks may not be a great fit for moving upmarket, but hopefully, some of them are.

Cross-sell

SaaStr

OCTOBER 25, 2021

Account management it’s same work. A great VP of Sales gets really good at using discounting as a strategic asset at the very end of a deal, but doesn’t overdiscount when it doesn’t help to hit the ARR goal for the year. “‘Contact us’ for enterprise level pricing. Save them for when growth truly slows.

Price

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

Sales Hacker

FEBRUARY 14, 2022

To achieve them, Ilett says: “We paired up SDRs and AEs and assigned accounts to them. That meant they could strategically penetrate accounts and that their success was entwined, improving accountability. Transitioning from SMB to enterprise is a big shift from a volume-based model to strategic account penetration.

Legal

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Regional Sales Manager. Outside Salesperson.

Territory

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory

Sales Hacker

FEBRUARY 17, 2022

A 10% decline in average handle time, a 4% increase in first contact resolution, and a 4% rise in Net Promoter Score. Strong pipeline management, deal optimization, and accurate forecasting are going to become even more essential to B2B organizations’ sales success. The results? Revenue intelligence. Sales force automation (SFA).

Objectives and Key Results

Hubspot

OCTOBER 16, 2019

Between blog writing, drafting ad copy, and setting up an email workflow, it's hard to make time for brand awareness and media management. According to the Public Relations Society of America (PRSA), "Public relations is a strategic communication process that builds mutually beneficial relationships between organizations and their publics."

Strategize

Sales Hacker

JANUARY 18, 2019

Work with marketing to identify target accounts that will be attending and account management or client success to know what current clients are going to be there. The best way to track this is to follow the full “life” cycle of all your conference contacts. Obviously, sales and contact gains are the ultimate ROI.

Contact

SalesLoft

JULY 25, 2022

Think marketing to sales development representative (SDR), SDR to account executive (AE), AE to account manager (AM), or AM to customer success manager (CSM). . Technically, they’re still sitting in your CRM (lost in the never ending sea of contacts and leads and accounts that swirls about most CRMs).

SQL

Salesforce

NOVEMBER 29, 2023

Evaluate the value you bring to potential partners — and they to you Get clarity on these key questions before contacting potential partners or inviting them to contact you. Outbound recruitment: Identifying and contacting partners proactively rather than waiting for them to contact you is another option.

Manufacturing

Search Engine Land

JUNE 14, 2023

Agencies who ask client account managers to handle the publishing outreach are common – but not ideal for the publishers. This setup leads to a different contact point for each brand in the agency’s affiliate portfolio for the same publisher, with lots of duplicate work and ad hoc communication and little strategic depth.

Contract

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory

Hubspot

MARCH 18, 2020

Enterprise teams can structure their social media team by having specialists and managers to lead and oversee social media strategy, as well as roles for day-to-day social media activities, such as creating Instagram Stories and Posts, video editing for Facebook, and content management. Account Manager. Potential roles.

UX

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets. Ready to learn more?

Strategize

Hubspot

MARCH 21, 2018

To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team. How do your customers prefer to be contacted? The inside sales and sales engineer teams each build a strong presence in this area. Image source: InsideSales.com.

Outside Sales