PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. 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.

Account management 52

Account management Objectives and Key Results Strategize Cross-sell 52

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. Expansion: We’ve got some presence within an account, we want to grow that. Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies. Hunters In Major Accounts?

Growth 71

Growth Cross-sell Strategize Account management 71

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Save them for when growth truly slows. Account management it’s same work. A good reminder on Free.

Price 126

Price Contract Referrals Contact 126

PandaDoc

MAY 2, 2025

Growth is great until your content cant keep up When your sales team is small, consistency is easy. Its a sign that your content foundation hasnt kept up with your growth. That can mean anything from misrepresented pricing to contract clauses that Legal never approved. Legal wants visibility into contract terms.

Legal 52

Legal Territory Contract Price 52

SaaStr

NOVEMBER 8, 2022

For years, it was Growth, Growth, Growth. Not, for the first time in a long time, it’s Growth + Profits. Now once you hit say, $5m ARR, and the renewals kick in (which rain cash), and the pre-paid annual contracts kick in … you should be able to pull in 120% of your MRR even month in cash, possibly even more.

Quota 114

Quota Contract Price Growth 114

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 103

Territory Account management Cross-sell Retail 103

PandaDoc

MAY 2, 2025

When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. You can structure your pricing to reflect discounts for higher quantities, longer contracts, or multi-product purchases all without adding confusion or extra steps for the customer.

Price 52

Price Drivers/motivators Legal Contract 52

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. We of course help them with this endeavor, but after deep analysis, we almost always observe a large untapped opportunity for growth within their current customer base.

Customers 115

Customers Cross-sell Growth Contract 115

Salesforce

NOVEMBER 15, 2024

Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. Learn more 4 reasons every SDR manager needs a career progression strategy A career progression strategy is no longer a “nice-to-have” within an SDR team. However, the role of the SDR is often thankless. Here’s why.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Uncover and leverage revenue growth opportunities.

Customers 94

Customers Contract Cross-sell Account management 94

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 116

Customers Account management Real Estate Contract 116

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. Read more here.

B2B 113

B2B Account management Contract Technology 113

Martech

JUNE 17, 2024

Failure to renew leads some customers to be shown the fine print in the contract they signed. Take our brief 2024 MarTech Replacement Survey Growth at all costs leads to decisions that hurt customers. If you’re building a company with a growth-at-all-costs attitude, you probably aren’t investing enough in your brand.

Trust 125

Trust B2B Non-Profits Government 125

Engage Selling

MAY 3, 2013

KPI’s for Account Management and client retention / growth. Average client growth year over year. Depending on your business, you may have additional KPIs to take into account. A company with multi-year contracts and varying usage would measure contract value versus actual contract spend, for example.

Contract 99

Contract Quota Pipeline Sales 99

Sales Pop!

APRIL 11, 2024

At the start of a business relationship with a new account, you bring members of the sales and delivery teams together to meet with the new client to ask what’s most important to them. The contract is signed. a bad idea with new major accounts. Think about that moment. The business is won. The honesty needle points way up.

B2C 130

B2C Clients Contract Account management 130

Partners in Excellence

OCTOBER 27, 2013

We may want to increase customer satisfaction, both to drive retention–perhaps we have contracts we want to renew—and to drive growth. Account planning and account plans are important. ” Then we have to look at our plans and actions to execute this part of the plan.

Account management 118

Account management Strategize Contract Contact 118

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. You’ll need a couple of folks in sales ops just to keep up with the team and growth.

Non-Profits 107

Non-Profits Growth Appointment Sales 107

SalesPop

MARCH 20, 2022

Brent Keltner is the president of Winalytics, and he has created the Winalytics Value-Driven Growth Methodology. Renewals and incremental expansions become as crucial to growth as the net new. This is much more than a simple maintenance role nowadays, so they have to work closely with their sales manager.

Customers 98

Customers Contract Sales Account management 98

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. Scaling sales operations. Want to learn more about CPQ?

Cross-sell 107

Cross-sell Contract Price Finance 107

Hubspot

APRIL 27, 2023

With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. This booming sector can offer sales professionals huge growth opportunities, financially and professionally. Professional growth. Companies will need more salespeople to help them reach their growth and revenue goals.

Account management 88

Account management Commission Contract Sales 88

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism.

Process 101

Process Negotiate Contract Legal 101

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. If Acme Corp is spending $20,000 and companies like it are spending $100,000, we know there’s room for growth in the account.

Education 122

Education Contract Pipeline Gaming 122

Salesforce

MAY 12, 2025

Companies that ace NRR are better positioned to face unexpected market challenges and sustain profitable growth. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. Growth within your customer base suggests a strong product-market fit.

Cross-sell 59

Cross-sell Territory Finance Contract 59

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. ” — Claire Gunter, Sr Partner Account Manager, Algolia. “Simplicity. In everything. In your messaging.

Closing 136

Closing Process Contract Price 136

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 101

Territory Commission Outside Sales Account management 101

Hubspot

JUNE 6, 2019

The next step in your career growth is as senior sales analyst. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. You might also work directly with the legal team to iron out proposals and other contract initiatives. The good news?

Finance 99

Finance SQL Strategize Account management 99

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Document Crunch is the construction industry’s leading contract intelligence platform. This live event on March 8th will break down how to build and execute a signal-based sales system. #4 Read about their funding round.

GTM 119

GTM Quota Contact Construction 119

SaaStr

FEBRUARY 28, 2022

Upgrade alignment between Customer Success, Account Management, and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. It’s time to start putting the pieces into place for even stronger growth in 2021.

Quota 98

Quota Sales Start-ups Contract 98

SaaStr

NOVEMBER 23, 2019

Upgrade alignment between Customer Success, Account Management and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. Support the team with your gravitas as CEO. This always helps.

Quota 101

Quota Sales Contract Closing 101

Heinz Marketing

MARCH 6, 2019

The vast majority of companies will continue to have an inbound or demand model and an account based model, with account based efforts shifting the customer mix and becoming a driver of incremental growth. Where is the role of customer success and account management in account-based success – either now or in the future?

B2C 77

B2C Drivers/motivators Account management B2B 77

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For product-led growth teams, onboarding sequences are generally automated. Customer success KPIs for measuring retention and growth. Defining customer success and measurements .

Customers 87

Customers Cross-sell Contract Price 87

Openview

APRIL 3, 2018

Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one. You need to decide what you are optimizing for – new logo acquisition, deal size, multi-year contracts, payment terms, etc. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other.

Commission 81

Commission Account management Quota Sales 81

Sales Hacker

APRIL 21, 2022

Someone (usually a VC) will point out that hitting your aggressive growth numbers will be easier if you sell to larger companies. After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. Dedicated Customer Account Manager.

Cross-sell 101

Cross-sell Legal Contract Price 101

Smarter With Gartner

AUGUST 24, 2021

Download now: Strategic Roadmap for Accelerating Sales Growth. Term-based contracts’ costs are fixed and based on access not usage. A new contract results in a new revenue stream, but the resale opportunity occurs at the end of a predetermined time period, not the product’s end of life. What is a subscription business model?

Contract 59

Contract Commission B2B Account management 59

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. You might join a startup as a Revenue Operations Manager and run the show in collaboration with a VP of Sales. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations.

Finance 114

Finance Cross-sell GTM SQL 114

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 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

APRIL 30, 2022

So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. Two is the growth of your existing customers. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals.

Price 98

Price Launch X-functional Contract 98