Salesforce

OCTOBER 6, 2021

Which account management skills should you be focused on right now? Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. Leadership skills. Communication skills.

Account management 97

Account management Objectives and Key Results Clients Strategize 97

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Product Catalog and Product Line Items.

Account management 98

Account management CRM Pipeline Territory 98

Sales Gravy

OCTOBER 16, 2020

The Fine Art of Blending Text Messaging Into Your Account Management Process I love blending text messaging into my account management process. There are two reasons why blending text messaging into your account management process works: It’s mobile. It creeps up on customer relationships.

Account management 102

Account management Process Education Price 102

SalesPop

MARCH 12, 2021

We explored the vital importance of account management in our previous article on account management —the idea being that obtaining new accounts is far more costly than maintaining and expanding existing accounts. How do companies hang onto accounts? Comparison to a Familiar Product.

Account management 98

Account management X-functional Pipeline CRM 98

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer.

Account management 80

Account management CRM Pipeline Strategize 80

RAIN Group

MARCH 24, 2021

It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.

Account management 140

Account management Launch Clients Closing 140

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

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 Legal 52

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. the innovator.

Account management 98

Account management Drivers/motivators CRM Pipeline 98

Hubspot

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The benefits.

Account management 88

Account management Objectives and Key Results Cross-sell Non-Profits 88

Sales Hacker

DECEMBER 8, 2023

Likewise, the new products you launch do not determine your success. Today, we’re diving straight into the details with product marketing leaders. On the menu: less ‘obvious’ tactical tips on how these experts have aced the art of nailing a product launch – from pre-launch, to launch-day, to post-launch. Start early!

Launch 101

Launch Product GTM Technology 101

Highspot

FEBRUARY 1, 2024

In 2023, we spent lots of time listening to our customers, from our customer advisory board to the thousands of 1:1 conversations we have every day within our Customer Success teams. Simultaneously, we anchored on a key principle in our approach – make every customer successful.

Customers 64

Customers GTM Account management Government 64

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 92

Customers Account management Real Estate Contract 92

Openview

MAY 29, 2019

For SaaS companies, the allure of the enterprise customer is pretty strong. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc. Rigorous security requirements.

Product 93

Product Customers Sell Contract 93

SaaStr

OCTOBER 10, 2022

A gap opens up when: – Sales abandons the customer the moment deal is closed – Support too reactive & slow to solve real issues – Deployment harder than should be. What I mean is, with most SaaS companies, there’s just a huge customer workflow break. The product team can sometimes pinch hit in bigger deals.

Customers 112

Customers Account management Closing Follow-up 112

Miller Heiman Group

FEBRUARY 13, 2019

Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs. Meanwhile, your leadership expects you to initiate a top-to-bottom review of your strategic account management plan. How can I be more explicit?

Account management 69

Account management Strategize Manufacturing Closing 69

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Success. Account Management. Product Design.

Cross-sell 110

Cross-sell Customers Growth Contract 110

Partners in Excellence

OCTOBER 31, 2016

There are always going to be problems, the customer is, at times going to be dissatisfied and unhappy. Incumbency creates a different set of problems with our accounts. The customer knows us, knows our products—warts and all. The customer knows us, knows our products—warts and all.

Account management 85

Account management Government Strategize Customers 85

Sales Hacker

JULY 29, 2021

Talking to leads, engaging with prospects, cultivating deals – every aspect of sales productivity has a direct impact on a business’s bottom line and often on a sales professional’s compensation. Doing this is a far more sustainable way to improve productivity without causing burnout. What is sales productivity? Think about it.

Product 109

Product Objectives and Key Results Drivers/motivators Sales 109

Martech

JANUARY 10, 2023

Noticing this, marketing strategist Kathleen Schaub is offering a human solution: the customer value squad. The customer value squad must be empowered to make decisions and be held accountable for the results. Or product service. You may need product people, communications specialists, or account managers.

Customers 100

Customers Hospitality Territory Sports 100

SaaStr

MARCH 8, 2023

How did the largest product-led growth enterprise company in the world find success? Not because they planned to start as a product-led company but because they couldn’t afford to. Not because they planned to start as a product-led company but because they couldn’t afford to. Directly through sales teams.

Product 88

Product GTM Commission Growth 88

SaaStr

JANUARY 12, 2024

Is it the end of an era for customer success in SaaS? We just wrote up how some of the biggest changes of SaaS are now coming, specifically in Customer Success and Sales. Customer Success Is Vulnerable to Cuts Jason shared that he didn’t realize how vulnerable customer success was to cuts until 2023. Let’s dive in.

Customers 98

Customers GTM Growth Clients 98

Partners in Excellence

NOVEMBER 16, 2018

It’s basically around the concept of Productive Conflict. I believe this is a critical concept–both in how we engage our customers and in driving change internally. Whether it is with/for our customers our within our organizations. This is productive conflict. But productive conflict is a very tricky thing.

Product 86

Product Drivers/motivators Quota Trust 86

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ The final arbiter of value received must be the customer. It’s All About Value.

Customers 74

Customers Contract Cross-sell Account management 74

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?). Onboarding.

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

MARCH 19, 2021

When we started TaxJar, we did it with small business customers in mind. We created a product that was simple to use for entrepreneurs who were juggling a thousand different priorities and didn’t have (and didn’t want) an expertise in regulation, compliance or sales tax. Be honest: Is your product ready? . And it’s paid off.

E-commerce 105

E-commerce Customers Finance Account management 105

Partners in Excellence

NOVEMBER 27, 2012

It could be a product line, a market segment, a solution offering. Sales specialists are very important in sales organizations and critical to account and territory managers. Yet too often, I see conflict between the sales specialist teams and account managers. They are accountable for a customer and territory.

Account management 91

Account management Territory Sales Growth 91

SaaStr

SEPTEMBER 19, 2022

SaaS businesses are discovering that customers choose and recommend them based not on flashy marketing or super fancy product features but on the experience of engaging with the company and the value it delivers. Delivering a cohesive and die-hard customer experience doesn’t happen accidentally. You need to be accountable.

Customers 96

Customers Construction Contract Relationship Management 96

Understanding the Sales Force

APRIL 29, 2013

Most of the books that are written about great customer experiences only cite best practices by large, well-known B2C companies like Amazon, Apple, Starbucks, and Zappos. People Love You will show you: How to make your customers happy. What to do to keep your customers from defecting to competitors. G et your copy today!

Account management 74

Account management B2C B2B Clients 74

Highspot

MAY 12, 2020

This is particularly challenging when you consider the role of functions like account management or customer success in building lasting customer relationships. Today, customer experience is paramount. Under this lens, the post-sale customer experience has never been more critical to your business.

Customers 98

Customers Account management Relationship building Consult 98

Sales Hacker

SEPTEMBER 2, 2021

“But we’re product-led. Our product is self-serve. Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. What does it mean to be product-led?

Product 95

Product SQL Contract Sales 95

SaaStr

JUNE 10, 2020

How much do you talk about Customer Marketing? While the concept may sound old hat to those that have been in the software business for a long time, in SaaS in particular, very little tools, processes, and software are applied to marketing to customers after they are closed. It’s plenty great if 50 existing customers come.

Customers 100

Customers Pipeline Growth Pitch 100

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. Sagefrog’s 2023 report , amazingly, listed customer retention as B2B marketers’ number two priority. (It

B2B 123

B2B Cross-sell Pharmaceutical Account management 123

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? How can you increase long-term customer retention? 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.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Veloxy

OCTOBER 24, 2022

Thanks to PandaDoc’s 750+ document templates, sales teams can realize an ROI in revenue and customer experience in mere weeks. They can send a contract from anywhere on any device, and their customer can sign it with the same flexibility without sacrificing compliance. Luckily for account managers there is Scratchpad.

Quota 147

Quota Contract Account management Price 147

Partners in Excellence

JULY 31, 2020

What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the customer buying group. A few questioned, “Why should we do that, the IT people are our customers?” We are already talking to the buyers?”

Customers 143

Customers Technology Technology Sell 143