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 76

Cross-sell Sell Account management Sales 76

Salesforce

MAY 15, 2025

This enables seamless cross-platform automation for tasks like data synchronization and notifications. Thats your go-to for real-time usage data on those cool consumption-based products. Subscribe to Partner Communications Get the latest on events, product updates, go-to-market resources, and personalized news straight to your inbox.

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

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 Pipeline CRM 98

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. His view is your sales team teaches your customers how to get value out of your product. Talk to users. Ron recalls.

Technical Sales 73

Technical Sales Inside sales Cross-sell Account management 73

Sales Hacker

JANUARY 24, 2025

acquisition and 7 startups The most successful companies understand that product and go-to-market strategy must be deeply interconnected. Too often, businesses treat these as separate domainsone focused on development, the other on selling. The 4 key considerations for aligning product and GTM strategy to drive growth 1.

GTM 100

GTM Cross-sell Finance Price 100

SaaStr

APRIL 13, 2025

And come meet Rippling and learn its secrets to building compound products when their VP of Product Anique Drumright joins us on-stage at 2025 Annual ! The single-product mindset creates expansion challenges ”How do you go to product number two if everything about your company is oriented around just having one product?”

Cross-sell 65

Cross-sell Launch UX Up-sell 65

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 118

Customers Cross-sell Education Account management 118

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

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? Do you have customers who are using your product successfully now? You want to ensure you have cross-functional alignment and that this isn’t another squirrel you’re chasing. Make sure your product is ready.

Cross-sell 122

Cross-sell Price Account management Up-sell 122

Heinz Marketing

MAY 20, 2022

There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. 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. Product Design.

Cross-sell 115

Cross-sell Customers Growth Contract 115

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 120

Territory Account management Cross-sell Sales 120

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 133

B2B Cross-sell Pharmaceutical Account management 133

Sales Hacker

JULY 3, 2020

We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. Most of my role has been focused around sales for the better half of the past ten years, and in that time, I’ve noticed that more product and service lines are expanding to support multiple departments.

Cross-sell 130

Cross-sell Closing Service Prospecting 130

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 137

Sell Cross-sell Finance B2C 137

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

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

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. Building an account manager dashboard.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

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. Planning Specifics.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

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. That’s why closing this gap between what you hope the customer feels and their actual view about your product/service is at the heart of retention.

Customers 100

Customers Contract Cross-sell Account management 100

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

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. What is CPQ? CPQ stands for Configure Price Quote.

Cross-sell 109

Cross-sell Contract Price Finance 109

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Bonus Takeaway.

Product 67

Product Contract Cross-sell Account management 67

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. When you can access Salesforce from anywhere on any device, you can automate and eliminate up to 95%, or 1,200 hours, of non-selling activity. The Top 7 Best Salesforce Automation Tools. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Veloxy

NOVEMBER 29, 2021

Yet, how it can shape selling for your company can be revolutionary for you. Have you gone on your Amazon account only to find that Amazon already knows what you’re thinking about buying? Or look at a product to buy and then Amazon helps you find more related options? How to Use Predictive Sales Analytics to Drive Sales.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

SaaStr

JANUARY 30, 2023

Deel overcame these challenges by taking care of these four things: Finding a product focus When Deel got accepted by Y Combinator in 2019, everyone loved the idea but hated the product. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 111

Cross-sell Account management Clients Growth 111

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. How easy is it to implement your product? There are two primary advantages to this model.

Go To Market 123

Go To Market X-functional Engineering Cross-sell 123

SaaStr

FEBRUARY 26, 2021

Terminus reorganized its org structure to move new business, retention and account management under the CRO. They moved dedicated resources to grow their customer marketing and created a new account management team that previously did not exist. Always have more to sell. Creates advocates. Key Takeaways.

Cross-sell 86

Cross-sell Account management Growth Campaign 86

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. Drive sales for specific product. Acquire “seed” accounts. Manage deal flow.

Commission 101

Commission Quota X-functional Non-Profits 101

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

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. Participating in account or deal strategy, whitespace exercises, and executive alignments. And this is exactly why you hired them!

B2C 121

B2C Pipeline SQL Strategize 121

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. Typically it meant, how many of the bank’s product lines were you consuming. Sometimes we use “share of customer” or account penetration as other terms for the same metric.

Territory 108

Territory Cross-sell Negotiate Account management 108

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell 93

Cross-sell Technology Technology GTM 93

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. Source: Crazyegg.

Cross-sell 79

Cross-sell Customers Referrals Pitch 79

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 137

B2B Objectives and Key Results Campaign Cross-sell 137

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Nearly half of their time is spent selling remotely (i.e. Account Manager. This is where account managers come in.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

NOVEMBER 16, 2021

The benefits of this approach include creating a steady stream of sales leads and increased sales productivity. WordStream is designed to make DIY PPC management easier and more streamlined. It allows marketers and sales teams to create, manage, monitor, and optimize PPC campaigns from one dashboard. Real-time PPC optimization.

Lead generation 127

Lead generation Price Campaign Contact 127

Partners in Excellence

OCTOBER 26, 2016

Geoffrey Moore’s work in Crossing The Chasm gives us one model to look at at how customer maturity impacts our success in engaging customers. The innovators, love MVP’s (minimum viable products). With Innovators, it’s likely that our product and business development people will drive success.

Customers 100

Customers Minimum Viable Product Cross-sell Launch 100