Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. Everyone in the support team, our customer success team, is a little bit burned out, including myself.”

Cross-sell

Salesforce

JULY 3, 2025

They take care of the repetitive, time-consuming tasks that slow you down, so you can focus on what matters most — connecting with customers, closing deals, and growing your business. Scales your business: As your business grows, automation helps you manage more leads and customers without using more manual effort.

Technique

Martech

JUNE 9, 2025

This shift — from license delivery to operational integration — marks a fundamental evolution in how SaaS companies must think, sell and support. In martech and CreativeOps, professional services should deliver: Custom implementation : Connecting the SaaS platform to adjacent systems like brand hubs, CMSs and workflow orchestration layers.

Strategic partnership

Highspot

JULY 3, 2025

Many buyers may value the autonomy and convenience of digital customer journeys. The reality, though, is that potential customers still require human interaction (and a lot of it) to make well-informed and timely decisions about B2B products and services. What is B2B sales enablement?

B2B

Sales Hacker

JANUARY 24, 2025

Too often, businesses treat these as separate domainsone focused on development, the other on selling. Instead, leaders need to plan from the start how customers will find, use, and grow with their product. Some products, like Twilio, naturally expand as customers use them more. What is your customer’s journey?

GTM

SaaStr

APRIL 13, 2025

” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. Seek pricing advantages : Structure offerings so customers save money by buying multiple products from you.

Cross-sell

Salesforce

APRIL 2, 2025

When you enable product-led sales and incorporate this approach into your sales strategy guide , companies can acquire customers by letting the product or service drive engagement. This shifts the sales focus from persuasion to value demonstration, making the process more customer-centric.

Product

Salesforce

MAY 15, 2025

We’ve sifted through the details to bring you the key highlights across critical areas, so you can focus on what matters most: creating exceptional value for your customers. This enables seamless cross-platform automation for tasks like data synchronization and notifications.

Original Equipment Manufacturer

SaaStr

MARCH 2, 2025

Growth Tactic #3: Reimagining Customer Success for Retention AND Growth Rippling’s approach to customer success evolved dramatically as they scaled. As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective. Initially, they had CSMs as the only post-sales resource.

Growth

Sales Hacker

JUNE 3, 2025

And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. And a good example of that is maybe we overinvested in account managers and we needed more sales people. Is it direct customers?

GTM

SaaStr

MAY 28, 2025

Dear SaaStr: What’s the Best Way to Build a Comp Plan for Account Managers Focused on Upsell? Building a commission plan for Account Managers (AMs) is a bit different than for AEs (Account Executives) because AMs are typically focused on retention, expansion, and upsells rather than net-new sales.

Account management

Salesforce

MAY 12, 2025

In fact, according to Salesforce’s State of Sales report, 80% of sales representatives say their leadership is prioritizing long-term customer relationships over short-term wins. By doing so, they’re more likely to inspire customer loyalty, repeat sales and future viability. Learn how Revenue Cloud can help.

Cross-sell

Sales Hacker

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

GTM

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account management

The 5% Institute

DECEMBER 2, 2019

What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? What Is Key Account Management? So what is key account management?

Account management

Hubspot

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The benefits.

Account management

Openview

SEPTEMBER 17, 2018

A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical part of a sales team’s ability to not just retain clients but grow and accelerate account revenue. Customer improvement is essentially a quasi-business consultant role.

Cross-sell

SalesPop

MAY 7, 2021

One place where project management really comes into account management is bringing a broadly stated goal into realistic terms. They can use account planning and project management to figure out just how realistic that goal is. Numerous parts of project management will be part of this tool.

Account management

Martech

JUNE 12, 2024

So, why don’t we consistently use those strategies on existing customers with a higher brand understanding? Many marketing teams neglect the opportunity to engage and upsell customers using proven, data-driven prospecting techniques. Customer marketing and prospecting are not the same. Watch for patterns in page path analysis.

Customers

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ The final arbiter of value received must be the customer. It’s All About Value.

Customers

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. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Marketing. Customer Success. Account Management.

Cross-sell

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management?

Account management

Sales Hacker

MAY 10, 2021

The customer journey from acquisition to retention has to be seamless. To create an effective and efficient sales funnel, your sales and customer support teams need to be well trained and in sync with each other. Insights gained from your customer support agents can improve the process of pitching, converting, and retaining leads.

Cross-sell

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority. (It

B2B

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management

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.

Account management

Partners in Excellence

OCTOBER 26, 2016

We are treating customers as a homogenous group, we are segmenting our customers based on industry and markets. We may be segmenting customers based on size (Global, Enterprise, SMB, Consumer). We prospect within a segment–but still aren’t connecting with customers as effectively as we would like.

Customers

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? Do you have customers who are using your product successfully now? Do you have customers who are using your product successfully now? Do you have a core portion of your team equipped to sell upmarket? Look at your team.

Cross-sell

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

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). Onboarding.

Customers

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

Territory

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell

Partners in Excellence

AUGUST 30, 2022

They had invested a lot in training, content, and other programs to support the account based selling focus. People were going through the motions of developing their account plans, they would review them with management, then they went back to doing their jobs in the way they had always done them.

Sell

Veloxy

AUGUST 17, 2022

Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. Then, you can automatically track your customers’ email engagement to better prioritize leads. One of the coolest features of ZoomInfo is how you can customize their data enrichment workflows. source of image.

Appointment

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

Sales Hacker

JULY 3, 2020

We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. The company I work for primarily sells to marketing teams. But our content marketing services can impact human resources, customer service, investor relations, sales, and account management as well.

Cross-sell