Highspot

JULY 3, 2025

This is especially the case in complex, high-stakes purchasing processes in which their businesses are spending tens or hundreds of thousands of dollars. Source: Highspot State of Sales Enablement Report 2025) The modern sales enablement framework No two B2B sales processes or enablement strategies will look alike.

B2B 52

B2B GTM Objectives and Key Results Sales 52

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. Process reengineering : Helping clients streamline the flow of briefs, assets, approvals and feedback using the tool. Email: See terms. Templated onboarding. Asset production. Localization.

Strategic partnership 68

Strategic partnership Strategize Government Negotiate 68

PandaDoc

JULY 23, 2025

Coupled with strong business processes and marketing efforts, a CRM strategy can help teams become more proactive and responsive to customer needs. Often, this leads to disjointed internal processes, where reps are confused and workflows become redundant or painful. Over time, clear gaps began to appear.

CRM 52

CRM Customers Objectives and Key Results Strategize 52

Salesforce

MAY 15, 2025

This enables seamless cross-platform automation for tasks like data synchronization and notifications. Plus, agents can now be invoked from Apex and Flow, allowing you to build sophisticated multi-agent workflows within the Salesforce platform to orchestrate complex processes. Now, get this: Flex Credits are here! Why should you care?

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

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. Payroll in the UK, like many business processes, is complex and interconnected.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Salesforce

APRIL 2, 2025

This shifts the sales focus from persuasion to value demonstration, making the process more customer-centric. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. The data may also reveal areas for product or service improvement.

Product 86

Product Territory Sales Price 86

Sales Hacker

JANUARY 24, 2025

Too often, businesses treat these as separate domainsone focused on development, the other on selling. Clarify the difference between customer lifecycle and customer journey The lifecycle is the overall relationship between customer and company, while the journey is how they experience the product and purchase process.

GTM 100

GTM Cross-sell Finance Price 100

Salesforce

MAY 12, 2025

It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. This means you’re achieving a healthy mix of retaining and expanding customer accounts. Churn revenue: Revenue lost when customers leave or stop using a service.

Cross-sell 59

Cross-sell Territory Finance Contract 59

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 98

Account management Objectives and Key Results Cross-sell Strategize 98

Hubspot

MARCH 18, 2019

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.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

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. To do this, build detailed customer profiles for all company accounts.

Cross-sell 84

Cross-sell Sell Account management Sales 84

The 5% Institute

APRIL 2, 2020

In the world of business and sales, there are so many terms and definitions – so what is account management? And what are the benefits of account management? In this article, you’ll learn what is account management, as well as what are the benefits of having account management in place.

Account management 52

Account management Cross-sell Consult Clients 52

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 52

Account management Strategize Objectives and Key Results Cross-sell 52

Martech

JUNE 12, 2024

Your sales and account management teams may already be using some of your prospecting content in relationship building. First, utilize the same martech tools used to identify prospects to upsell, cross-sell and retention opportunities. Are there certain products or services they need? Services 1.

Customers 121

Customers Cross-sell Education Account management 121

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 52

Account management Objectives and Key Results Strategize Cross-sell 52

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 134

B2B Cross-sell Pharmaceutical Account management 134

Sales Hacker

JULY 3, 2020

It all boils down to your discovery process. 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. 6 Questions to Close Cross-Departmental Deals. This might sound overwhelming, but it’s doable.

Cross-sell 128

Cross-sell Closing Service Prospecting 128

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 131

Sell Cross-sell Finance B2C 131

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 104

Territory Account management Cross-sell Sales 104

Partners in Excellence

SEPTEMBER 4, 2013

Too often, we think of the customer’s buying process as something that, once we understand it, is fairly structured and defined. Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner.

Cross-sell 110

Cross-sell Represent Account management Quota 110

Heinz Marketing

MAY 20, 2022

With PLG, marketers use tools to leverage data that shows how employees at customer accounts are interacting with their product. Account Management. Account Executives and/or BDRs. Finding #5— A well-defined, proactive process is the best approach to driving retention and expansion. Customer Marketing.

Cross-sell 115

Cross-sell Customers Growth Contract 115

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? You want to ensure you have cross-functional alignment and that this isn’t another squirrel you’re chasing. Do you have a core portion of your team equipped to sell upmarket? You’ll also need to look at your sales process.

Cross-sell 120

Cross-sell Price Account management Up-sell 120

Sales Hacker

JULY 25, 2022

Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Building an account manager dashboard.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

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 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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. Content is an important part of the sales process.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? 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.

Customers 99

Customers Contract Cross-sell Account management 99

Sales Hacker

APRIL 6, 2022

Sales teams are often forced to use manual processes that result in errors, inaccuracies, and wasted time. And these manual processes take sales reps away from their most important activity: selling. The purpose of CPQ software is to simplify complex pricing and expedite the quote-to-cash process. What is CPQ?

Cross-sell 107

Cross-sell Contract Price Finance 107

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Do you have time not to sell me your product? Sam Blond | CSO @ Brex. Kristen Habacht | VPS @ Atlassian. Jason Lemkin: I’ll give folks just a minute to come back. Sorry about that, everybody.

Process 103

Process Sales Quota Commission 103

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 91

Territory Account management Cross-sell Retail 91

Sales Hacker

AUGUST 7, 2024

Along the way of selling and supporting a product as complex as a Customer Data Platform (CDP), he tackled some of the more common topics go-to-market leaders encounter as they build and scale their customer facing teams. Paul Mander currently leads all of go-to-market for B2B at Optery.

Go To Market 121

Go To Market X-functional Engineering Cross-sell 121

SaaStr

JANUARY 31, 2022

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. You need to have the people already in place when you’re looking to hire for senior account management. Accountability to review.

Territory 98

Territory Cross-sell Quota Networking 98

Highspot

MAY 3, 2024

But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance.

Cross-sell 93

Cross-sell Technology Technology GTM 93

SaaStr

FEBRUARY 26, 2021

Terminus reorganized its org structure to move new business, retention and account management under the CRO. To prioritize your people, you need a reliable process that caters to customers. They moved dedicated resources to grow their customer marketing and created a new account management team that previously did not exist.

Cross-sell 82

Cross-sell Account management Growth Campaign 82

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. Driving the organization’s revenue operations processes and technology to sustain long-term growth and retention.

B2C 119

B2C Pipeline SQL Strategize 119

SaaStr

JANUARY 30, 2023

To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. With the growth of account management, Deel grew the business from 50 million ARR in December 2021 to 100 million ARR by the first quarter of 2022.

Cross-sell 109

Cross-sell Account management Clients Growth 109

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 101

Territory Commission Outside Sales Account management 101