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Key Account Management: The Ultimate Guide

Hubspot

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

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Sales Compensation: The Ultimate Guide

Hubspot

Paying on profit vs. revenue. 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. Base plus bonus.

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Customer Retention Playbooks 101: Building a Structured Approach to Keeping Customer Happy

Sales Hacker

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. But frequently, account teams are unaware of how customers manage suppliers.

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Which Type of Sales Job Is Right for You?

Hubspot

The former offers a greater sense of security, but the latter can be incredibly profitable -- assuming you’re good at your job. 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).

Territory 101
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How To Boost Your Net Retention Revenue (NRR) to Over 140% with Insider’s CEO and CMO

SaaStr

Harvard Business School Research says that “increasing customer retention rates by only 5% increase a company’s profits by 25-95%.” Humans selling to humans is a much more effective practice for that pathway to 140% NRR. By targeting your high NPS customers for reviews consistently with a personalized email from an Account Manager.

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The Ins & Outs of Variable Pay Compensation Structure for Sales Teams

Sales Hacker

That is to say the goals (revenue, profit, customers, etc.) of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. Profit – harder to calculate but maximizes ROI. How to Address Comp Plans for Selling New Products.

Quota 97
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B2B Sales Email Guide: How to Nail a Cold Email Campaign

Cience

Email wins over social because it can deliver a personalized message, which helps increase customer engagement and therefore bring you a larger profit. 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. Segmentation.