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. This one has buzz.

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Account management Launch Clients Closing 140

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 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

Pointclear

NOVEMBER 7, 2011

At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Is our strategic account target market 100% covered?

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

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.

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Account management Objectives and Key Results Clients Drivers/motivators 97

Partners in Excellence

JUNE 21, 2012

Whether we call them strategic accounts, global accounts, key accounts, or corporate accounts, these Very Important Customers are revered in our companies—usually because they give us a lot of money. Not all large accounts that give us lots of money should be strategic accounts.

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Strategize Account management Price Customers 107

Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. 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.

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Account management Strategize Manufacturing Closing 69

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.

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Account management CRM Pipeline Strategize 80

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. No related posts.

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Account management Government Strategize Customers 95

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

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?

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Account management Strategize Objectives and Key Results Cross-sell 52

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.

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Strategize Sell Account management Trust 96

Search Engine Land

AUGUST 5, 2024

Running a successful restaurant involves an intricate dance between culinary creativity, business acumen and customer engagement. Just as a restaurateur’s vision and management support a chef’s brilliance, human marketers play a vital role in ensuring that AI has the best data (ingredients) and strategic direction (menu).

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Campaign Strategize Account management Meeting 86

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. Strategic Account Plan Template Layout. Section 3: Customer Relationship Landscape.

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Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Partners in Excellence

AUGUST 14, 2014

I called customer service, got a very good agent. Unfortunately, the answers she was giving me weren’t satisfactory so I asked if I could speak to a manager. So while they had designed a process that was very efficient and effective for them, it was unworkable for me–the customer.

Customers 112

Customers Territory Strategize Inside sales 112

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

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?

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Technical Sales Inside sales Cross-sell Account management 70

Sales Hacker

OCTOBER 11, 2024

But when it comes to those lengthy security questionnaires, the endless back and forths between you, your security team, and the customer can often cause deals to stall out, leaving your deal at risk and dollars on the table. Sustained success demands a strategic approach backed by powerful technology.

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GTM X-functional Pipeline Construction 116

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. Imagine a Chief Marketing Officer who needs to communicate to their company’s potential customers. Modern Approach: Strategic Value. That brings us, finally, to Level Four , the strategic level of value.

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Strategize Clients Sales B2B 188

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!

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Customers Contract Legal Negotiate 131

Martech

FEBRUARY 24, 2025

With the right technology and systems, intake and data collection can become powerful strategic tools. Establishing a prioritization level is a significant isolation variable for output, helping determine whether the work being executed aligns with strategic objectives and resource strategies. Intake is where account managers shine.

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X-functional Territory Account management Strategize 72

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. The Revegy Customer Optimization Wheel outlines the common practices we have identified that make leading companies successful at securing bigger deals over shorter sales cycles with more predictability.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

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.

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Customers Contract Cross-sell Account management 100

The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. Account management roles encompass a range of responsibilities that require a unique blend of skills and expertise.

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Account management Negotiate Clients Strategize 52

PandaDoc

MAY 2, 2025

Start with tiered and volume-based pricing that encourages bigger buys Tiered and volume-based pricing models work because they align your customers financial interests with your revenue goals. Its a simple psychological lever: customers are motivated by value. See also What is bundle pricing and should you be using it?

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Price Drivers/motivators Legal 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.

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Account management Objectives and Key Results Strategize Cross-sell 52

SaaStr

JULY 18, 2024

How can you bridge the gap between sales and tech to drive customer success? The 3 Building Blocks The three building blocks that bridge the gap between sales and Field CTOs are: Product knowledge Balance Trust Building Block #1: Product Knowledge Field CTOs must work closely with sales from a customer perspective. It’s a CTO motion.

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Customers Trust Engineering Strategize 120

Sales Hacker

JANUARY 24, 2025

Instead, leaders need to plan from the start how customers will find, use, and grow with their product. Some products, like Twilio, naturally expand as customers use them more. Some products, like Twilio, naturally expand as customers use them more. What is your customer’s journey? Can your product grow on its own?

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GTM Cross-sell Finance Price 101

Sales Pop!

SEPTEMBER 24, 2023

Build Incremental Value Incremental value creation – sometimes called “bread crumbing” – is the idea of repeatedly offering insights and information to potential customers. Challenge the “Numbers Game” Mindset The more customized the prospecting approach is the more effective it will be. This approach works for several reasons.

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Prospecting Strategize Account management Represent 173

Understanding the Sales Force

FEBRUARY 16, 2016

But in this case, there is an even better comparison to strategic account management and customer service. Prospects have expectations - for the meetings, salespeople, products, services, prices and terms that a company will offer up during your sales cycle.

Service 78

Service Customers Account management Sell 78

Sales Hacker

AUGUST 7, 2020

Customer Success. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Head of Customer Experience. Vice President of Sales & Strategic Partnerships. Managing Partner. Chief Customer Officer. Senior Vice President, Strategic Sales & Revenue.

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Territory Presentation Strategic partnership Inside sales 131

Highspot

NOVEMBER 9, 2021

Joint customers can now use the first-of-its-kind Highspot Marketplace to bring Corporate Visions’ expertise directly into their Highspot environments, providing teams with convenient access to best-in-class enablement, training and coaching to drive consistent sales execution. SEATTLE, Nov. About Highspot.

Customers 98

Customers Consult Strategize B2B 98

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. Importance.

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Account management CRM Cross-sell Strategize 52

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. Create a customer for life, through providing great, ongoing customer experiences. Grow the account. Become a strategic partner.

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Territory Cross-sell Strategize Account management 122

Partners in Excellence

MARCH 14, 2013

It wastes our time, it wastes customer time (those we really need to be working with) and it wastes executive time. We want our customers to understand the real value and impact we can provide. And we need to help the customers we are working with understand this. And your customer may not recognize this or know how to do it.

Customers 117

Customers Strategize Presentation Follow-up 117

Partners in Excellence

OCTOBER 27, 2013

We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” ” Every account plan always includes a lot of actions and activities. What do we need to do to achieve this?

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Account management Strategize Contract Contact 118

Partners in Excellence

APRIL 18, 2014

They have goals, translated both to financial (revenue, earnings, growth), and strategic (share, market visibility, brand reputation, etc.) They may be pre-sales specialists, support people, marketing people (with programs), customer service and others. Finally, and perhaps best, to customers, we really are “the company.”

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Territory Account management Quota Strategize 123

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’?

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Account management Finance Promote Cross-sell 52