Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. They have also been trained in concepts like customer management, LTV and the financial value of loyalty. It didn’t even make the Sagefrog priority list in 2022.)

B2B

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

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. If they sell nothing in a month, their salary is zero.

Commission

Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. Customer experience becoming a critical revenue driver. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership.

Finance

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. How the marketing, sales and customer/account management teams work together is also critical to success. Target Account Precision. Who do you sell to?

B2B

Sales Hacker

MAY 10, 2021

If you have products to sell online , you need the two teams to work together for revenue and margin growth. Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. It also allows you to upsell and cross-sell existing clients.

Cross-sell

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. 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.

Commission

Sales Hacker

SEPTEMBER 24, 2018

To put things in context, sales engagement platforms are the selling world’s version of the cell phone and email when it comes to sheer transformative power. The company was also in rapid growth mode at the time and needed a highly intuitive tool that enabled new reps to ramp quickly and begin selling. . Buyers own the conversation.

Cross-sell

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Field sales management is the process of overseeing and directing the sales activities of a company’s field sales team. What is field sales?

Represent

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

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. That means it’s reflective of your CS team’s ability to sell into existing accounts. .

Customers

Sales Hacker

DECEMBER 12, 2017

Do other roles have employees that are all equally internally motivated while sales just attracts the classic “slimy” stereotype that everyone loves to hate? of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. What is Variable Pay Compensation Anyway?

Quota

SBI

JULY 15, 2021

In large companies, internal Account Managers are often segmented by vertical or offering, so they’ll need to pull the right team members into the right meetings. Your team needs a communication system to serve key accounts, regardless of where the buying (or selling) teams are located.

Cross-sell

APACSMA

DECEMBER 14, 2023

Learn how to sell effectively in a remote or virtual environment. Social Selling Specialist Certified Social Selling Specialist Program Be able to use social media to generate leads and build relationships with prospects. Be able to generate leads, build relationships, and close deals over the phone.

Cross-sell

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. So let’s have our panelists flip their cards now.

Territory

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. What are the major growth drivers of your business? Chris Neumann, CROmetrics: Chris Neumann: “You need to make sure the partners are able to use the product for free so they know what they have to sell.

Strategic partnership

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Cross-sell

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. What are the major growth drivers of your business? Chris Neumann, CROmetrics: Chris Neumann: “You need to make sure the partners are able to use the product for free so they know what they have to sell.

Strategic partnership

Sales Hacker

APRIL 15, 2019

Over the years, I was very fortunate to work with some incredible partners who really knew how to sell. Sam Jacobs : So the account management team at Intercom is the daily point of contact for questions that the customer has? We literally map out an organizational chart of decision makers and influencers and motivation.

B2C

ConversionXL

AUGUST 21, 2014

I have seen this happen at a few startups I’ve worked with by expanding revenue from the current product, plus up-sell and cross-sell opportunities , but that will be a future post. Before we get there though, I want to mention that David Skok points out something that can massively accelerate SaaS growth: negative churn.

Referrals

Sales Hacker

AUGUST 25, 2023

At Outreach, we implemented Growth AE’s in 2020 that were responsible for cross sell/upsell into accounts, and the year after they started running renewals as well. Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? Very simple. So that was a little hack on my end.

GTM

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell

SBI

SEPTEMBER 4, 2012

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. In “New Sales.

Cross-sell

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! Tasks like updating a field after each buyer engagement are handled by our CRM sync, ensuring that all your reps’ time is focused on selling and generating pipeline. It’s one of the key drivers for me to continue to invest in the platform.

Pipeline

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory

Cience

FEBRUARY 21, 2020

How to Write Email Copy that Sells. LinkedIn Sales Navigator It’s an essential tool for lead research and social selling. How to Write Email Copy that Sells. It crosses its path with segmentation and can be present in any part of the email. Your job is to get the meeting, not sell the product/service. Segmentation.

Campaign

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales

SaaStr

AUGUST 15, 2020

And the good news at New Relic is we can do all three, but only if we align to the business drivers and keep in mind just how dynamic those are. Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management.

Retail

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. My first job was selling Honda cars. What motivated them? In the end, everything we do as marketers shows up in the numbers.". Follow @ajdun.

Healthcare

SaaStr

MAY 14, 2023

Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. What I mean is that even to sell let’s say, to a customer in London.

Price

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. As a buying group, visionaries are easy to sell but very hard to please. What is the "Chasm"? A war analogy.

Cross-sell

SaaStr

SEPTEMBER 13, 2019

We see support functions cropping up, CS operations functions, sometimes account management, services become important. So, you tend to scale through greater specialization, selling services to offset the cost of your investment in your clients, and further automation through the product and in-app walkthroughs and things like that.

Engineering

Sales Hacker

MARCH 11, 2025

The sticky drivers of the business where you can map customer attributes or traits and tie it directly to net retention to understand if there’s a statistically significant relationship, right? I’m a big believer in the classical account management function. And I call it. Preaching that gospel. I like that.

GTM