Account management Cross-sell Represent Territory 
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.
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.
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Partners in Excellence
DECEMBER 20, 2016
Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve.
SalesLoft
DECEMBER 19, 2023
Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. And that’s just the sell side. Territories change. A sale is not a one-time — or even a one-team — thing. But how can you get to those insights?
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.
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.
SalesLoft
MAY 31, 2016
Sales pods are collections of cross-functional roles, each dependently intertwined to achieve a specific and scalable goal within a sales organization. To reach that end goal, should your sales pods be cross-functional? Should they be divided by territories? find, sell, and keep ). This is where sales pods come into play.
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