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 98

Account management Drivers/motivators CRM Pipeline 98

Partners in Excellence

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell.

Growth 68

Growth Cross-sell Strategize Account management 68

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. Cross-selling : Offering customers related or complementary products.

B2B 118

B2B Cross-sell Pharmaceutical Account management 118

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.

Cross-sell 109

Cross-sell Customers Growth Contract 109

APACSMA

DECEMBER 14, 2023

Rather than letting rejection discourage you, view it as an opportunity for learning and growth. More than just a pathway to acquiring skills, these certifications instill resilience by encouraging professionals to view challenges as opportunities for learning and growth.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

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. How much revenue did that account produce last year?

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

Cross-sell 91

Cross-sell Account management Clients Growth 91

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Customer growth What do retention, upselling, and cross-selling have in common?

Cross-sell 40

Cross-sell Technology Technology Account management 40

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. This is all good business practice and should be anticipated by selling organisations. But frequently, account teams are unaware of how customers manage suppliers.

Customers 73

Customers Contract Cross-sell Account management 73

Gong.io

AUGUST 3, 2022

In this article, you’ll learn how to define customer success, and discover the most important KPIs for measuring retention and growth (and other customer success goals) as well as the value buyers receive from your product. For product-led growth teams, onboarding sequences are generally automated. Upsells and cross-sells .

Customers 87

Customers Cross-sell Contract Price 87

Sales Hacker

MAY 6, 2021

With growth being the top priority of so many companies today, there are a lot of titles that come up in any LinkedIn search that may not be familiar to us. Previously known as President, Executive Vice President, or Senior Vice President, the CRO is responsible for the growth of the company’s revenue.

B2C 93

B2C Pipeline SQL Strategize 93

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. Looking for a shortcut to success as a field sales professional? Schedule your free workshop NOW! What is field sales?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Veloxy

NOVEMBER 29, 2021

Yet, how it can shape selling for your company can be revolutionary for you. When using predictive sales software like Veloxy, salespeople can drill down into the necessary dashboards and reports to see the upcoming buyer signal notifications and guided selling recommendations. Lead Scoring. Lead Nurturing. Content Creation.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

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 62

Cross-sell Customers Referrals Pitch 62

Gong.io

JULY 27, 2022

Plan for future growth or changes. Now, you’re going to look at what you can do to support your customer’s growth in the upcoming quarter. Ask: “Could you tell me a bit about your growth plans and future goals moving forward into the next quarter?”. Identify churn signals and growth & upsell opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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 74

Commission Territory Finance Inside sales 74

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. AEs (Account Executives).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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 57

Cross-sell Sales Technology Technology 57

Partners in Excellence

MAY 3, 2022

As we work with managers trying to find the budget to justify a solution, we focus on finding the money through cost avoidance, productivity improvements, and so forth. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. But that requires us to sell differently.

Strategize 79

Strategize Territory Cross-sell Growth 79

SBI

OCTOBER 22, 2019

Maximizing revenue in your biggest accounts and identifying cross-sell and up-sell opportunities will always be the area of focus for meaningful sales transformation. Companies also need to ensure that there are defined, cross-departmental processes to support the transformation. Account revenue potential.

Cross-sell 23

Cross-sell Account management Sales Growth 23

Highspot

NOVEMBER 6, 2020

Today, most interactions take place on calls or online, via email or social media, allowing businesses to build scalable engagement strategies that accelerate revenue growth. In fast-paced SaaS selling environments, for example, this may mean rapid, frequent communication with buyers across many channels. Prospect data management.

Cross-sell 72

Cross-sell Sales Launch Prospecting 72

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

Partners in Excellence

MAY 30, 2017

Whether we have a “new account territory,” or an “account based territory,” sales people are accountable: They must have a mindset to pursue 100% share of territory and 100% share of account. They must sell the entire product portfolio. Hunters In Major Accounts? No Room For Farmers!

Territory 53

Territory Cross-sell Account management Prospecting 53

Cience

DECEMBER 1, 2020

Check out these strategies for keeping customers in the loop through the inevitable change and growth in your company. Not only do special offers and perks show the value of being your client, but they also increase the scope for cross-selling and up-selling. Knowledge Base. It’s predictable and everybody’s doing it.

CRM 96

CRM Technique Customers Campaign 96

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 59

Customers Cross-sell Represent Contract 59

Heinz Marketing

APRIL 8, 2019

This week, Liz Michaud joins me in an episode I entitled “The power of relationship selling: New research, insights and opportunities for B2B organizations” Matt: Well thank you everyone for joining us on another episode of Sales Pipeline Radio. As we see more A.I. Liz: That’s our goal.

Pipeline 73

Pipeline Cross-sell Sales Up-sell 73

SBI

OCTOBER 28, 2019

New features in the Revegy account planning platform help leading companies drive revenue. With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Account Planning.

Cross-sell 20

Cross-sell Contact Strategize Relationship Management 20

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. Sam Jacobs : Wow, and tell us about your growth plans for 2018. Sales management at Global Crossing. I began as a manager at Global Crossing.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

SBI

JUNE 12, 2019

Zilliant , an industry leader in AI-driven pricing and sales growth solutions, today announced that it is joining the SAP® PartnerEdge® program and releasing Zilliant Price Manager integration with SAP Cloud Platform. Zilliant Announces New Partnership with SAP and Major Expansion in Europe, the Middle East and Africa.

Price 20

Price Strategize Cross-sell B2B 20

Sales Hacker

APRIL 15, 2019

Our customers experience faster growth with better customer relationships. 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? David Katz : Yes.

B2C 58

B2C Drivers/motivators A/B testing Cross-sell 58

Sales Hacker

DECEMBER 12, 2017

of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. How to Address Comp Plans for Selling New Products. On top of that finance and leadership is probably expecting a similar growth curve as your first product (cause why not?)

Non-Profits 79

Non-Profits Quota Sales Cross-sell 79

SaaStr

JULY 24, 2019

We sell contact center software. We are operating and selling mostly against companies that have been around 20, 30 plus years. Final point about Talkdesk is that we started selling about five years ago in the SMB space. We’ve added a technical account manager function. Very quickly, what does Talkdesk do?

X-functional 54

X-functional Engineering Clients Start-ups 54

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 93

Cross-sell Contract Price Finance 93

SaaStr

JANUARY 31, 2022

Successful strategies rely on the ability to land and expand, hire for growth, implement ABM and account planning, and pivot with agility. Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size.

Territory 89

Territory Cross-sell Quota Networking 89

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 86

Sell Territory Cross-sell Referrals 86

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