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. The buyer’s journey doesn’t just start and stop with sales. Why Do You Need Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

APACSMA

DECEMBER 14, 2023

Rather than letting rejection discourage you, view it as an opportunity for learning and growth. Achieving Success Through Strategic Training Sales Training and Certifications play a pivotal role in empowering professionals to navigate the dynamic landscape of the sales profession.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

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. Make strategic decisions and leverage your data.

Cross-sell 98

Cross-sell Account management Clients Growth 98

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. Can that account be enlarged?

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

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. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Big picture revenue growth and retention.

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

Gong.io

JULY 27, 2022

For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. Align with strategic goals. Plan for future growth or changes. How has your product or service met expectations? Goals change.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Partners in Excellence

MAY 3, 2022

They worry about how the problem impacts their ability to achieve their strategic goals. To some it may be a hassle factor in their day to day performance of their jobs, to others it’s a strategic opportunity or threat. Yet when we talk about the same things to the end users, they look at us with their eyes crossed.

Strategize 82

Strategize Territory Cross-sell Growth 82

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 74

Customers Contract Cross-sell Account management 74

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

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 77

Commission Territory Finance Inside sales 77

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

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Tips on whole product management.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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

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

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

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 69

Pipeline Cross-sell Sales Up-sell 69

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 57

X-functional Engineering Clients Start-ups 57

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 93

Territory Cross-sell Quota Networking 93

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 88

Sell Territory Cross-sell Referrals 88

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

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

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 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. Revenue Accountant. Manager-level roles.

Finance 100

Finance GTM Cross-sell SQL 100

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. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 94

Territory Commission Outside Sales Account management 94

Sales Hacker

JUNE 2, 2021

As a consultant for companies that are struggling to bring their different lines of business together on a shared path to success, I know sales enablement to be the perfect team to create and implement a strategic communications plan. Participants: marketing, product marketing, product management, sales, HR and sales enablement.

Sales 109

Sales Pipeline Cross-sell Sports 109

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.

Legal 85

Legal Cross-sell Contract Price 85

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? They sure do.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. Scale is not the same thing as growth. I need to understand the impact the numbers and varying stages and degrees, and I hate arbitrary growth numbers. They’re like, “We have a growth goal of 20% this year.”

Cross-sell 74

Cross-sell Clients Growth Up-sell 74

Partners in Excellence

AUGUST 25, 2014

Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account. Become a strategic partner. I believe it’s my God-given right to 100% share of the account! That means we have to find $1M of business in the account.

Territory 94

Territory Cross-sell Strategize Account management 94

ConversionXL

AUGUST 2, 2017

1,983% boost in annual revenue, 1,000% user base growth within six months with no upfront costs. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. The benefits are significant: accelerated growth. Can this be true? higher brand awareness.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

AUGUST 2, 2017

1,983% boost in annual revenue, 1,000% user base growth within six months with no upfront costs. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. The benefits are significant: accelerated growth. Can this be true? higher brand awareness.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” 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.

Territory 87

Territory Account management Retail Cross-sell 87

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. But when we look at the data, we strip everything away.

Sales 81

Sales Price Quota Start-ups 81

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 90

Sales Up-sell Start-ups Cross-sell 90

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 57

Technology Technology Cross-sell Referrals 57

SaaStr

MAY 28, 2019

It started out as a side project, as a vision and a risk that I took based on just a dream that I had and it’s evolved into a strategic differentiator for our company. And then through our partners and our ecosystem, through folks that we know and through our account managers, then we also identify evangelists within organizations.

Product 71

Product Start-ups B2C Growth 71