Remove Account management Remove Cross-sell Remove Referrals
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What Is Key Account Management?

The 5% Institute

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?

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Rethinking Account Based Selling

Partners in Excellence

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.

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How to Use Content to Drive Referrals and Upsell Customers

Hubspot

But when Marketing leaves upselling and driving referrals to Sales and Account Management, as it so often does, it eliminates the possibility of using the inbound content it's constantly creating to drive more revenue from its existing customer base. Use Your Product Pages to Cross Sell. What did they buy?

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Why SaaS vendors must shift from transactions to embedded partnerships

Martech

This shift — from license delivery to operational integration — marks a fundamental evolution in how SaaS companies must think, sell and support. Customer acquisition cost (CAC) lowers over time: Embedded clients generate referrals and case studies that bring in new business with less effort. Email: See terms. Templated onboarding.

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Account-based selling in 2025: Everything to know

Highspot

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

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What’s The Purpose Of Account Planning?

Partners in Excellence

But we probably won’t achieve all the growth we need to achieve by relying on upgrades and cross sell to our current customers. We have to find new customers and new opportunities, so we have to have a prospecting plan within the account? How can we leverage referrals from our current customers within the account?

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Key account management strategy: Setting things in motion

PandaDoc

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.