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

Partners in Excellence

AUGUST 25, 2014

Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account. Become a strategic partner. I believe it’s my God-given right to 100% share of the account! Build additional business… The list can go on.

Territory 119

Territory Cross-sell Strategize Account management 119

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? When Should You Move Upmarket? Look at your team.

Cross-sell 122

Cross-sell Price Account management Up-sell 122

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.

Sell 129

Sell Territory Cross-sell Referrals 129

SalesPop

JULY 9, 2021

For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Yet account management still requires planning, resources, time and energy.

Account management 52

Account management CRM Cross-sell Strategize 52

PandaDoc

APRIL 21, 2023

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. Let’s examine what strategic account management is and the best ways to approach it.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

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 116

Territory Account management Cross-sell Sales 116

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. 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.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

RAIN Group

APRIL 10, 2024

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

Cross-sell 52

Cross-sell Clients Sell Represent 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. At last, marketing professionals are slowly getting involved in customer management and customer experience, adding value to areas like customer success and account management.

B2B 131

B2B Cross-sell Pharmaceutical Account management 131

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. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors.

B2C 121

B2C Pipeline SQL Strategize 121

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

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 99

Territory Account management Cross-sell Retail 99

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

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

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. 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? Industries?

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

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. This is all good business practice and should be anticipated by selling organisations. But frequently, account teams are unaware of how customers manage suppliers.

Customers 101

Customers Contract Cross-sell Account management 101

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 109

Cross-sell Contract Price Finance 109

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 111

Cross-sell Account management Clients Growth 111

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

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. But every search result focuses on just one team: sales. It goes beyond just supporting the sales team.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. In capital equipment, software, or major services agreements, it may be possible to attain 100% wallet share, becoming major strategic vendors or partners to the customer.

Territory 104

Territory Cross-sell Negotiate Account management 104

Partners in Excellence

MAY 3, 2022

They worry about how the problem impacts their ability to achieve their strategic goals. To some it may be a hassle factor in their day to day performance of their jobs, to others it’s a strategic opportunity or threat. Yet when we talk about the same things to the end users, they look at us with their eyes crossed.

Strategize 102

Strategize Territory Cross-sell Finance 102

Partners in Excellence

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell.

Growth 71

Growth Cross-sell Strategize Account management 71

Sales Hacker

JUNE 2, 2021

As a consultant for companies that are struggling to bring their different lines of business together on a shared path to success, I know sales enablement to be the perfect team to create and implement a strategic communications plan. Participants: marketing, product marketing, product management, sales, HR and sales enablement.

Sales 120

Sales Pipeline Cross-sell Sports 120

Hubspot

APRIL 2, 2021

Supply-side platforms (SSP) where publishers sell their ad inventory. The ad exchange marketplace where advertisers and publishers buy or sell ad inventory through real-time bidding (RTB). Nobody knows exactly what the impact will look like yet," he added, "but we, in the industry, are crossing our fingers and hoping for the best.".

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. Revenue Accountant. Manager-level roles.

Finance 117

Finance Cross-sell GTM SQL 117

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.

Commission 94

Commission Territory Finance Inside sales 94

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. It requires the ability to manage and motivate a team of sales representatives while also meeting sales targets and delivering results.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

APACSMA

DECEMBER 14, 2023

Achieving Success Through Strategic Training Sales Training and Certifications play a pivotal role in empowering professionals to navigate the dynamic landscape of the sales profession. Learn how to sell effectively in a remote or virtual environment. Be able to generate leads, build relationships, and close deals over the phone.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. So the easiest way to look at it is to say, “We can sell more. We can cross-sell. We were profitable in our first month. We scaled in our first year to 446,000 and had about five people. Where is that plan?

Cross-sell 103

Cross-sell Clients Growth Up-sell 103

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. If you’re seriously considering working with an agency that focuses on affiliate, ask for case studies and testimonials from cross-channel agency partners.

Contract 83

Contract Cross-sell Territory Niche 83

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 72

Sell Territory Cross-sell Strategize 72

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Cross-sell 104

Cross-sell Legal Contract Price 104

ConversionXL

AUGUST 2, 2017

This creates a unique window of opportunity for strategic partnerships. With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. How can I help them sell something that I don’t understand how it even works?”. Social factors. Are they able? (is

Strategic partnership 84

Strategic partnership Objectives and Key Results Cross-sell Strategize 84

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. Create cross-departmental relationships. In the long term, a lot of salespeople miss out on strategically setting up internal relationships with people in other departments at their organization.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78