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 Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.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

Pointclear

MARCH 8, 2011

Strategic account management and marketing automation: a marriage made in heaven or oil and water? I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads.

Account management 65

Account management Strategize CRM Technology 65

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. But every search result focuses on just one team: sales. It goes beyond just supporting the sales team.

Cross-sell 93

Cross-sell GTM Technology Technology 93

Search Engine Land

NOVEMBER 13, 2023

The solutions to client churn Client churn can be tackled from multiple angles, involving refined account management processes and strategic use of data-driven marketing techniques. CRMs centralize customer data, enhancing accessibility and integration with marketing tools.

Clients 97

Clients Objectives and Key Results Referrals Non-Profits 97

Sales Hacker

JANUARY 27, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. That’s it, that’s all. Wrapping up a super energizing trip.

GTM 90

GTM Niche CRM Account management 90

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

Sales Hacker

AUGUST 7, 2020

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

Territory 121

Territory Presentation Strategic partnership Strategize 121

Sales Hacker

JULY 25, 2022

Dashboards integrate with your CRM so you can instantly see performance data, trends, and progress-to-goal. How to pivot, strategize, and coach. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. SDR manager’s goal: Coach reps to keep the top of the funnel full.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Veloxy

FEBRUARY 22, 2023

Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales. Some companies also offer training in business processes, such as CRM and sales forecasting.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Sales Hacker

MAY 6, 2021

Upon their first 90 days, the best VPs of Sales will even bring over an army of sales reps, sales managers, and business development professionals who would follow them to the ends of the earth from previous experience as either peers or reports of this individual. And this is exactly why you hired them!

B2C 95

B2C Pipeline SQL Strategize 95

SBI

NOVEMBER 10, 2020

Take a more in-depth look at those to understand if there is a problem with building the right relationships, aligning to your buyer’s strategic goals, or positioning value. It has helped Genesys put customers at the center of their strategic plans, and now customers won’t even entertain conversations with competitors.

Strategize 70

Strategize Strategic planning Entertainment Technology 70

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. No sales person I know likes the administrative parts of their jobs, doing reports, updating CRM and so forth. Managers often avoid coaching and development because it may involve difficult conversations with their people. Many avoid prospecting.

Territory 73

Territory Pipeline Strategic planning Account management 73

Gong.io

APRIL 14, 2021

Strategic. You really need to think strategically about who you’re reaching out to, at what point, what you’re saying to them, and why. . MJ McCarthy, VP of Account Management at Everbridge. Justin Welsh, Founder of JW Strategic Advisory. Ian Koniak, Strategic Account Director at Salesforce.

Sales 118

Sales Strategize Trust Up-sell 118

Miller Heiman Group

NOVEMBER 5, 2018

No matter what, sales transformation is a strategic endeavor. Sales methodology (how the organization sells via call management, opportunity management and account management). But ultimately, the future of CRM, CRM 4.0 , evolves to a more integrated hub of seller-oriented and AI-enhanced applications.

CRM 64

CRM Negotiate Engineering Sales 64

SBI

AUGUST 1, 2019

At Revegy, we recognize and appreciate the value FinListics brings to those responsible for value-driven sales programs, and we look forward to the benefits our clients will enjoy as a result of this strategic collaboration. These insights help the Account Management team identify strategic solutions that align with their customer’s needs.

Account management 34

Account management Strategize CRM Strategic planning 34

SBI

AUGUST 2, 2019

Sales personnel spend significant time in their CRM systems, so having both companies’ technologies integrated on one platform will make their jobs easier and help them reach their targets. Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers.

Account management 32

Account management Strategize CRM Strategic planning 32

Miller Heiman Group

SEPTEMBER 9, 2019

In the 2019 World-Class Sales Practices Study , most organizations reported that their opportunity and account management processes need a major overhaul. Almost all sales organizations use a CRM, but few sellers believe their CRM enhances their productivity—and they’re right: only 3.6%

CRM 52

CRM Sales Quota Technology 52

Sales Hacker

FEBRUARY 17, 2022

It uses technology to automatically capture data about engagement activity between buyers and sellers and uploads that data to CRM systems. This is important because, typically, only a small fraction of information about customers makes it into CRMs – meaning businesses are leaving a lot of insights and money on the table.

Objectives and Key Results 90

Objectives and Key Results B2B Sales Pipeline 90

Sales Hacker

DECEMBER 18, 2019

will step in and make strategic, long-term plays to secure their place at the top, or we’ll see some mid-sized orgs scoop up a few small players to quickly grab market share, bolster functionality, and have a real shot at the big players. Account executives, Account Managers, and Customer Success Reps have largely been forgotten about.

Technology 52

Technology Technology CRM Account management 52

SalesPop

JULY 9, 2021

For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Yet account management still requires planning, resources, time and energy. Importance.

Account management 52

Account management CRM Cross-sell Strategize 52

Miller Heiman Group

APRIL 9, 2019

Even as you strategically make a Focus Investment, you must be cognizant that this incentive is unsustainable. For instance, bring subject matter experts, such as your product engineer or product manager, into the conversation. At the same time, ask your sales manager to guide you on the optimal pacing for these meetings.

Territory 92

Territory Account management Price Contract 92

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

The Bridge Group

JUNE 21, 2019

Account-Based Marketing more highly adopted than CRM? Customer Success Management on par with CRM? The clear winners here are Strategic Account Management, Sales Performance Management, and Testing + Certification. Where the farther right, the more highly adopted a technology is.

Presentation 31

Presentation CRM Account management Strategize 31

Partners in Excellence

OCTOBER 27, 2013

We may want to grow the relationship, moving from being an important vendor to a strategic partner. I’m often perplexed by the number of selling organizations declaring a “special relationship,” touting, “We’ve made you part of our Strategic, Super Dooper, Awesomely Terrific, Key Account Program!”

Account management 93

Account management Strategize Contract Contact 93

Miller Heiman Group

NOVEMBER 12, 2019

Sales managers need a data-informed, repeatable process for helping their sellers hit their goals. Managers need to realize that if the sales management function is going to continue being effective in a rapidly changing world, they need processes and systems.

Manufacturing 75

Manufacturing Technique Sales Promote 75

Hubspot

AUGUST 24, 2023

Viva Sales integrates seamlessly with Salesforce CRM, allowing a centralized view of customer data and a holistic sales and customer relationship management approach. Drift integrates with various CRM and marketing automation platforms, facilitating seamless data synchronization and enhancing the overall sales and marketing ecosystem.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

Miller Heiman Group

JANUARY 16, 2020

Sales Performance and Planning Another area where AI can assist is in sales performance and sales planning tasks like forecasting, territory management and compensation planning. Again, implementing AI to improve these processes requires a strategic approach to data strategy, open communication and executive support.

Technology 53

Technology Technology Territory Lead generation 53

SBI

AUGUST 27, 2019

The sales team operates in CRM. The data in the Excel sheet is always out of sync and the old ways of segmenting your customers once and allocating your best resources to a static set of accounts are long gone. Maybe the hot logo account you had in your strategic list switched to the competition.

GTM 37

GTM Territory CRM Strategize 37

The Sales Hunter

MARCH 8, 2013

If you’re a VP of Sales, Sales Director or similar senior-level person, you’ll find the topics both pointed and strategic with the idea being to equip you to develop a competitive edge. A few of the topics I’ll be writing about in the coming weeks include: The role of the CEO in account management.

Sales 69

Sales Strategize Account management CRM 69

SBI

SEPTEMBER 17, 2019

Launches RevenueGrid.com, New Sales Engagement Platform that Goes Beyond CRM, AI And Redefines What Sales Engagement Tools Should Be. Through its unique, account-specific revenue signals and automated outreach, the enterprise cloud solution is promised to accelerate sales in a way that CRM and AI alone cannot. Account Planning.

Launch 33

Launch CRM Sales Strategize 33

PandaDoc

MAY 30, 2019

Offer strategic discounts. To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. Interact strategically with prospects. Offer strategic discounts. That’s where strategic discounts come in.

Contract 75

Contract Negotiate Strategize Sales 75

Heinz Marketing

MAY 2, 2022

We can fly our people to Vegas and our reps, they’re our success folks, our account managers, they’re visiting people on site. Organizations, our sales teams, our customer success folks, our account managers, our partner channels, we are selling and the purpose of enablement, yes. We’re good. Elay : Yes.

Pipeline 98

Pipeline Pitch Sales Account management 98

SBI

APRIL 29, 2019

Software’s new look better allows users to map the people, priorities and progress of key accounts. With large enterprise clients top of mind, Revegy used the UI design to streamline workflows, eliminate clicks and strategically leverage color to simplify work for distributed teams that manage complex client relationships and goals.

Product 31

Product Teamwork UX Strategize 31

Hubspot

JUNE 8, 2021

using Zoom, Skype, email, and CRM). Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Regional Sales Manager. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

SBI

OCTOBER 22, 2019

MARK: You’re handicapped as an organization if you don’t have a way to see what’s going on in your key accounts today and identify the pathways for optimal revenue growth tomorrow. Where key account management solutions are different than other sales tech is that they lift the cover on what’s happening in key accounts.

Cross-sell 23

Cross-sell Account management Sales Growth 23

SBI

MAY 16, 2019

Membrain , the Sales Enablement CRM company, and Refract.ai, the UK-based Sales Conversations Intelligence company, have partnered up to improve sales coaching for B2B sales teams. The new partnership focuses on helping sales managers to improve coaching by combining the capabilities of the two software-as-a-service platforms.

CRM 21

CRM Sales B2B Strategize 21

Sales Hacker

OCTOBER 10, 2019

Any change to the business — whether its a simple change to your product’s pricing or packaging, or an acquisition requiring the integration of new CRM data with your existing data — means your system needs to be adapted. Say you’re selling a subscription-based software and your CRM process only uses lead, opportunity, and contract objects.

Government 58

Government Process Objectives and Key Results Commission 58