SaaStr

MAY 28, 2025

Dear SaaStr: What’s the Best Way to Build a Comp Plan for Account Managers Focused on Upsell? Building a commission plan for Account Managers (AMs) is a bit different than for AEs (Account Executives) because AMs are typically focused on retention, expansion, and upsells rather than net-new sales.

Account management 74

Account management Commission Cross-sell Finance 74

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 105

Account management Process Education Contact 105

Engage Selling

DECEMBER 20, 2018

There’s a step that’s commonly missing in account management planning. Do you know what it is? Many strategies look like this: Plan -> Execute -> Measure However, I suggest moving forward, that they look more like this: Plan -> Execute … Read More »

Account management 110

Account management Up-sell Clients Closing 110

Sales Pop!

FEBRUARY 20, 2024

Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced me to the concept of “Iceberg Selling,” A sales approach that goes beyond the surface-level understanding of customers.

Customers 162

Customers Account management Sales Clients 162

Sales Pop!

JUNE 19, 2024

Mindful Selling No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. Lotus Solution LLC Helps organizations create diversity and inclusion to ensure fairness and work through customized consulting, training, and keynote speeches.

Sell 173

Sell Appointment Account management Represent 173

Miller Heiman Group

APRIL 2, 2019

But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals. Strategic accounts are an important part of your company’s success.

Account management 110

Account management Strategize Objectives and Key Results Contact 110

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. Back End Administration. Automatizer.

Account management 98

Account management CRM Pipeline Territory 98

Salesforce

SEPTEMBER 10, 2024

Over the years, you’ve put a lot of money into your customer service centers. And that was a smart move, because white-glove customer service – for both B2B and B2C – is essential for consumer goods (CG) brands who want to build long-term, loyal relationships with customers. Customer service and profitability go hand in hand.

Service 69

Service Customers Cross-sell Contact 69

Understanding the Sales Force

AUGUST 3, 2022

If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. If a rep is selling consumables and/or supplies of some kind, they'll continue calling on those customers who buy. But what if they aren't selling consumables? But then what?

Account management 118

Account management Territory Gaming Up-sell 118

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

Engage Selling

FEBRUARY 17, 2023

When it comes to business development, account management, and sales prospecting, are you creating buy-in confidence for your customers? Let me let you in on a secret: your customers today … The post Create Buy-In Confidence for Your Customers first appeared on Colleen Francis - The Sales Leader.

Customers 62

Customers Account management Prospecting Sales 62

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

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

Martech

JUNE 12, 2024

So, why don’t we consistently use those strategies on existing customers with a higher brand understanding? Many marketing teams neglect the opportunity to engage and upsell customers using proven, data-driven prospecting techniques. Customer marketing and prospecting are not the same. Watch for patterns in page path analysis.

Customers 124

Customers Cross-sell Education Account management 124

Engage Selling

NOVEMBER 29, 2019

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More »

Account management 102

Account management Sales Customers Sell 102

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

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?” Think about selling to technology buyers.

Customers 154

Customers Technology Technology Sell 154

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 116

Customers Account management Real Estate Contract 116

Sales Gravy

APRIL 22, 2022

Leveraging LinkedIn gives you the ability to connect with and learn more about prospects and customers than at any other time in history. On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine.

Sell 122

Sell Account management Pipeline Price 122

Partners in Excellence

MARCH 20, 2025

“We just need sales training, our people need to sell better, how much does your training cost?” What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? Is it integrated into your GTM/customer engagement strategies? ” I ask.

GTM 122

GTM Real Estate Objectives and Key Results Objection handling 122

Engage Selling

OCTOBER 5, 2018

???Recently, I have been working with a lot of professionals where selling isn’t their primary role. These may be account managers, recruiters, engineers, or project managers. They all have a mandate to do sales, but it’s not their primary job … Read More »

Sell 118

Sell Account management Sales Engineering 118

Engage Selling

AUGUST 14, 2024

For more strategies like this, … The post What Loyal Customers Demand first appeared on Colleen Francis - The Sales Leader. Forget hats, donuts, and shared rituals. Today, it’s all about the concrete value you offer. Are you delivering?

Customers 62

Customers Sales Account management Sell 62

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 Technique 264

Salesforce

MAY 15, 2025

We’ve sifted through the details to bring you the key highlights across critical areas, so you can focus on what matters most: creating exceptional value for your customers. Enhanced Packaging will soon feature entire Agent Templates, enabling your customers to easily deploy fully configured partner agents. Why should you care?

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

Search Engine Land

AUGUST 22, 2024

Using just one campaign is also common for medium-sized accounts, particularly those with high-end products, high average order values (AOV) or in service-based industries like SaaS and insurance, where CPCs and CPAs are high. Account managers often segment for the sake of segmentation. No need for separate campaigns.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Engage Selling

DECEMBER 15, 2022

It’s a common and critical mistake I see sellers make during these chaotic selling times. The post Don’t Let Customers Forget This first appeared on Colleen Francis - The Sales Leader.  Are you making this mistake?

Customers 62

Customers Sell Sales Account management 62

Partners in Excellence

NOVEMBER 27, 2018

And we have the convergence of information overwhelm, increased sources of distraction, accelerating change, and skyrocketing complexity–in our customers markets, in their own organizations, with competition/partners, and within our own organization. At the same time, sales performance continues to stagnate or even decline.

Sell 116

Sell Objection handling Assembly Line Territory 116

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Our customers tell me how our 360 degree customer view eliminates the need to switch between different platforms. Lets dive in.

Product 130

Product CRM Price Objectives and Key Results 130

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. 3: Account Managers. Why Start with Inside Sales? .

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( Hire early sales reps who are excellent at discovery and customer education. The takeaway?

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

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 97

Customers Contract Cross-sell Account management 97

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 Marketing. Customer Success. Account Management.

Customers 115

Customers Cross-sell Growth Contract 115

Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. Customers need our help!

Customers 131

Customers Contract Legal Negotiate 131

The Advantexe Advisor

JULY 18, 2023

While this blog post is essentially written for people on the commercial side (Key Account Management, Account Managers, Marketing, Sales Professionals, etc.), in today’s newly evolved business environment everyone sells. The more you can support the sales process, the more indispensable you are to your company.

Strategize 96

Strategize Sell Account management Trust 96

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

Sales Pop!

SEPTEMBER 18, 2021

The Common Lists include elements relating to account hierarchy, sales roles, contact relations and account relations. As you’ll readily see, these easy-to-utilize elements have incredible usefulness to sales and account management. Accounts Hierarchy.

Pipeline 245

Pipeline CRM Contact Consult 245

Highspot

JUNE 30, 2020

Today marks our Summer 2020 Release , bringing to bear robust enterprise capabilities that empower revenue teams to make every customer conversation count. The new features improve sales performance, empower digital selling and virtual enablement, and deliver an unmatched Salesforce experience. Selling in Today’s Environment.

Sell 98

Sell Pitch Technology Technology 98