PandaDoc

JULY 23, 2025

Aligning the strategic component can help smaller teams stay organized and assist larger organizations with managing complex customer journeys and relationships. A CRM may continue valuable information but, without strategic guidance and coordination, teams never utilize it to its full potential. Who needs it and why?

CRM 52

CRM Customers Objectives and Key Results Strategize 52

Sales Hacker

JUNE 20, 2025

Beware the fractional trap Fractional roles can be appealing, but they’re not always strategic. Backed by AI and trusted across the industry, the platform is helping teams build stronger projects, with less risk and clearer contracts. Some operators jump into fractional because it’s flexible. You split your energy.

GTM 102

GTM Construction Referrals Networking 102

SaaStr

JUNE 19, 2025

ARR data cloud leader is adapting to AI disruption, the evolution of technical sales, and what it really takes to build strategic partnerships that scale. Expand : Snowflake completely separates new customer acquisition from account growth teams. Success isn’t measured by contract value, but by use case creation.

Strategic partnership 107

Strategic partnership Meeting SQL Technical Sales 107

Sales Hacker

JUNE 27, 2025

Backed by AI and trusted across the industry, the platform is helping teams build stronger projects, with less risk and clearer contracts. Document Crunch has expanded its vision with a bold goal: zero construction disputes. According to OpenAI, the superintelligence era isn’t coming—it’s already begun.

GTM 95

GTM Legal Trust B2C 95

Salesforce

MAY 12, 2025

Perhaps that’s why more are taking long-term strategic views a stance that resonates throughout their organizations. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. A high NRR signals a healthy, stable business.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Hubspot

MAY 5, 2025

says Stephen Findley , enterprise account management at Qwilr , an interactive proposal creation platform. An upfront contract is great for setting expectations and managing the time you have, but I think theres a balance to making this feel natural and unobtrusive, says Findley. Use silence strategically.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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 52

Account management Negotiate Clients Strategize 52

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 52

Account management Objectives and Key Results Strategize Cross-sell 52

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

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. Account management it’s same work. “1 year contracts for enterprise software. Jason, ed. :

Price 128

Price Contract Referrals Contact 128

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. It’s always use-case driven and we all need that reminder even if we know it,” said Milton Hwang , a strategic consultant and program leader for Kellogg’s Graduate School of Management. Know what you need and why.

Contract 111

Contract Legal Price Technology 111

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. Today we can start to change that.

Customers 103

Customers Contract Cross-sell Account management 103

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. We may want to grow the relationship, moving from being an important vendor to a strategic partner. Account planning and account plans are important.

Account management 102

Account management Strategize Contract Contact 102

Hubspot

JUNE 6, 2019

National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. In this role, you’d serve as the liaison for client relationships, communicating sales and marketing messages and assisting in the management of the account. Sales Operations Manager.

Finance 99

Finance SQL Strategize Account management 99

SaaStr

SEPTEMBER 8, 2024

As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee. At some point it became obvious we had to send a team out.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

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 91

Territory Account management Cross-sell Retail 91

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. Or we design our account coverage based on what’s most effective for us, not the way the customer wanted to buy? The process of managing these strategic accounts was very complex and resource intensive.

Customers 98

Customers Territory Strategize Inside sales 98

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 85

Account management Finance Contract Strategize 85

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Related to the previous point, how does this initiative support the corporate strategic objectives. They don’t know how to work with legal and contracting. We tend to take for granted that our customers know how to buy.

Customers 123

Customers Contract Legal Negotiate 123

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

Search Engine Land

JUNE 26, 2023

Aligning business goals Leadership support ensures strategic alignment of SEO tools with broader business objectives, integrating SEO efforts into the overall business strategy from the start. Contract negotiation : Negotiate terms and conditions, including pricing, payment terms, and warranties.

Process 101

Process Negotiate Contract Legal 101

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 107

Legal Cold Call Inside sales Contract 107

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

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate. Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Contract Negotiation.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Miller Heiman Group

APRIL 9, 2019

Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. Even as you strategically make a Focus Investment, you must be cognizant that this incentive is unsustainable. Miller Heiman Group specializes in helping sellers win more deals using the Large Account Management Process.

Territory 92

Territory Account management Price Contract 92

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). . The bigger the purchase, the more buyers there are on both sides of the table, and the longer it will take to get a signed contract. .

SQL 98

SQL Strategize Strategic planning Consult 98

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

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. For PPC marketers, ChatGPT also unlocked game-changing potential.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

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

Heinz Marketing

MARCH 6, 2019

Another key step is to align resources to accounts – this is where account tiering is critical. If I scale my efforts to additional accounts, often I’m expanding from, say, top strategic accounts into broad enterprise or commercial. These accounts don’t justify the same investment.

B2C 75

B2C Drivers/motivators Account management B2B 75

Search Engine Land

FEBRUARY 27, 2024

You’re hiring an agency to manage on your behalf, but that doesn’t mean that you shouldn’t own the work. What does a typical contract term look like? Do they lock you into long contracts without an out clause? It also helps ensure they have a deep technical and strategic knowledge of finding opportunities.

Retail 94

Retail Clients Contract Campaign 94

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Dedicated Customer Account Manager. Enterprise sales reps need to have business expertise, process management skills, and strategic planning to be able to close the deal. It’s a more strategic, creative sale. Customized Training.

Cross-sell 103

Cross-sell Legal Contract Price 103

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

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. Full time offer with Intel on their strategic finance team. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations.

Finance 114

Finance Cross-sell SQL GTM 114

Search Engine Land

FEBRUARY 15, 2024

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. While not being locked into a contract can be a nice thing for clients, it’s important to understand there is a time frame in which to achieve results. You might, for example, start with an SEO audit.

Consult 116

Consult Clients Engineering Technique 116