Martech

JULY 26, 2024

Effectiveness is about doing the right things, which benefits the customer and makes a stronger business case. Strategic martech investments Outperformers benefit, but low performers need to address foundational issues first. Outperforming pharmaceutical companies use CRM as strategic martech investments. B2C, B2B and B2B2C).

Pharmaceutical 117

Pharmaceutical CRM B2C Technology 117

RingDNA

JULY 2, 2025

CSE – Certified Sales Executive The Certified Sales Executive (CSE) credential from Sales and Marketing Executives International (SMEI) is designed for senior-level sales leaders seeking to sharpen strategic, operational, and leadership skills. Challenger Sales Certification (by Challenger Inc.)

Retail 62

Retail Technical Sales Consult CRM 62

PandaDoc

JULY 23, 2025

Customer relationship management (CRM) software is a popular choice for many businesses. These platforms help to build a historical record of customer engagement and interactions over time by managing correspondence, keeping track of specific buyers and stakeholders, and even assisting with quote generation and marketing campaigns.

CRM 52

CRM Customers Objectives and Key Results Strategize 52

SaaStr

JUNE 29, 2025

Learned That Customer Success = Revenue Success (The Hard Way) The Crisis : “With a huge incoming traffic, we didn’t really scale our support team to support that huge demand and huge need. Everyone in the support team, our customer success team, is a little bit burned out, including myself.” “I’m Asian.

Cross-sell 75

Cross-sell Commission Account management Strategize 75

Hubspot

JUNE 16, 2025

The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.” Even account managers — once focused on relationship-building — are now expected to drive revenue.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

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

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?

Price 52

Price Drivers/motivators Legal Contract 52

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Salesforce

NOVEMBER 15, 2024

Here are a few of the most common paths SDRs may take: Account Executive: As the most popular next step in an SDR’s sales career, an Account Executive is responsible for building and maintaining relationships with clients to drive sales and achieve revenue targets. SDR or Sales Manager: The SDR Manager oversees and guides the SDR team.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Highspot

JULY 3, 2025

Many buyers may value the autonomy and convenience of digital customer journeys. The reality, though, is that potential customers still require human interaction (and a lot of it) to make well-informed and timely decisions about B2B products and services. What is B2B sales enablement?

B2B 52

B2B GTM Objectives and Key Results Sales 52

Martech

JUNE 9, 2025

In this new environment, long-term success for SaaS vendors depends not just on product quality, but on how deeply their platforms are embedded into clients’ daily operations and strategic goals. Limited strategic alignment: When vendors aren’t involved in evolving needs, their products risk becoming misaligned and dispensable.

Strategic partnership 68

Strategic partnership Strategize Government Negotiate 68

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.

X-functional 75

X-functional Territory Account management Strategize 75

SaaStr

JULY 7, 2025

Next Steps: 📧 Email : sponsors at saastrinc.com 📅 Strategy Call : Schedule your custom S-tier partnership consultation 🎯 Secure Your Position : Limited 2025-2026 partnerships available S-tier results require S-tier strategy. Documented Performance: 675% ROI on their total event investment $2.7M ROI, $47 cost per qualified lead (vs.

Pipeline 86

Pipeline CTR Contract Strategize 86

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?

GTM 100

GTM Cross-sell Finance Price 100

SaaStr

JUNE 23, 2025

They’re seen as more easily replaceable and further from revenue generation than AEs or customer success roles. Economic Pressures SDR roles are often the first to get cut when companies need to preserve runway.

B2B 67

B2B Cold Call Pipeline Engineering 67

SaaStr

JUNE 17, 2025

This isn’t about adding AI features; it’s about building companies where AI continuously learns from customer usage, creating what Emergence calls the “Emergence Rate.” Customer Success is Now Your Primary Growth Engine By $50M ARR, expansion drives 58% of growth (67% for $100M+ companies).

Growth 77

Growth Referrals Strategize B2B 77

SaaStr

JULY 15, 2025

” Custom Training Beats Everything : A specialized AI vastly outperforms generic models, even when those models have already ingested the same data. The 80% Solution: High Impact, High Investment Customer Support: 80% Replaceable (If You Go Deep). The ones who are strategic problem-solvers are still essential.

B2B 95

B2B A/B testing Engineering CRM 95

SaaStr

JULY 10, 2025

Dear SaaStr: What Does the Day-to-Day Look Like For a Customer Success Manager? The day-to-day of a Customer Success Manager (CSM) will vary depending on the company’s stage, customer base, and ACV. They’ll guide new customers through setup, training, and initial product adoption to ensure they see value quickly.

Customers 83

Customers Government Account management Strategize 83

Sales Hacker

JUNE 20, 2025

Beware the fractional trap Fractional roles can be appealing, but they’re not always strategic. Recommendations The Evidence Gap Report This report unpacks the findings from 619 B2B buyers, sellers, and marketers to uncover the exact types of customer proof that actually build trust and boost buyer confidence. You split your energy.

GTM 99

GTM Construction Referrals Networking 99

SaaStr

JUNE 19, 2025

ARR data cloud leader is adapting to AI disruption, the evolution of technical sales, and what it really takes to build strategic partnerships that scale. Separate Teams for Land vs. Expand : Snowflake completely separates new customer acquisition from account growth teams. ” But customer expectations are evolving rapidly.

Strategic partnership 107

Strategic partnership Meeting SQL Technical Sales 107

Sales Hacker

JUNE 27, 2025

Buried inside the headline charts are quiet revolutions in how teams get built, distribution strategies, and what it now takes to earn customer trust. At Ramp, GTM, finance, and ops teams are stitched together with custom automations, not middle managers. CS orgs replacing support reps with custom LLMs trained on ticket history.

GTM 91

GTM Legal Trust B2C 91

Salesforce

APRIL 7, 2025

Unlike most CROs, she responds instantly to queries with full access and awareness of all relevant accounts, customer profiles, metrics, and ongoing campaigns. Cloud23 recognized the need for increased operational efficiency and more effective payroll management. Fallon doesnt merely manage their payroll and balance the budget.

Clients 84

Clients Drivers/motivators Account management Finance 84

Salesforce

JULY 22, 2025

At Salesforce, your growth isn’t just encouraged — it’s a priority, with ample support and resources to help you navigate a dynamic career path in customer success. So what does it take to grow a customer success career at the #1 AI CRM? But growth isn’t always simple, and it’s certainly not always easy.

Growth 52

Growth Customers Networking CRM 52

Martech

MAY 23, 2025

I also knew that we marketers needed to move off our maniacal obsession with new-account lead gen and invest in adding value across the entire customer relationship. Key accounts have been the source of most B2B profits forever, but they have traditionally been sales’ province. That famously happened with CRM decades ago.

B2B 99

B2B CRM Strategize Account management 99

Sales Hacker

FEBRUARY 18, 2025

Here are three great anecdotes that kind of always spring to mind and get sort of prospects and customers excited. Obviously those should probably come from your lighthouse customers or your first design partners. You know, being an effective account executive in, in software. And if not. So that’s a big part of it.

GTM 95

GTM Quota Drivers/motivators Sales 95

Salesforce

MAY 12, 2025

Perhaps that’s why more are taking long-term strategic views a stance that resonates throughout their organizations. In fact, according to Salesforce’s State of Sales report, 80% of sales representatives say their leadership is prioritizing long-term customer relationships over short-term wins.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Hubspot

MAY 5, 2025

They want to see exactly how the tool benefits them through customized use cases, industry-specific examples, and expert-level consultation on ROI. Thats because trust cultivates long-term relationships 72% of company revenue comes from existing customers, proving that loyalty and retention matter more than one-time wins.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Sales Hacker

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. Discussed in this Episode: How to turn coworkers into mentorsand why it matters.

GTM 66

GTM Growth Cross-sell Account management 66

Sales Hacker

DECEMBER 6, 2024

The State of GTM Jobs: Customer Success At the crossroads of retention and revenue, Customer Success (CS) is a cornerstone for sustainable growth and is growing in both scope and importance. For example, a Chief Customer Officer Summit was hosted for the first time at SaaStr Annual this year. Lets get into it.

GTM 107

GTM Customers Non-Profits Growth 107

Salesforce

APRIL 17, 2025

Enter AI and Agentforce for Consumer Goods , which are quickly changing the way consumer goods companies engage with their customers. Learn more about: Understanding agentic AI Agents for sales Agents for key account management Agents for retail execution Agents for customer service Are you ready to build agents for your consumer goods brand?

Objectives and Key Results 82

Objectives and Key Results Negotiate Retail Promote 82

Salesforce

APRIL 15, 2025

Within all of these, theres a growing demand for more HLS personalization: trust-centered customer and patient experiences that not only meet individual needs but also proactively improve health outcomes. HLS personalization is a strategic necessity for brands and organizations operating in this environment.

Pharmaceutical 59

Pharmaceutical Healthcare Hospitality Appointment 59

RAIN Group

DECEMBER 4, 2024

What Is Strategic Account Management? Strategic account management (SAM) is a systematic approach to managing and growing an organization's most important customers (often referred to as key accounts) to maximize mutual value and achieve mutually beneficial goals.

Account management 95

Account management Strategize Customers Sales 95

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. 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.

Account management 110

Account management Strategize Objectives and Key Results Contact 110

A Sales Guy

JULY 30, 2012

The single most important element of account management and one of the most critical sales skills is proactivity. Yet, unfortunately, far too many farmers or account managers leave too much to reaction or reactivity. The great advantage to account management is your access to data. This seems rather obvious.

Account management 116

Account management Strategize Gaming Start-ups 116

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

Search Engine Land

SEPTEMBER 12, 2023

AI is helping PPC managers focus more on strategic initiatives, such as campaign inputs and back-end management, rather than manual operations. Here’s a closer look at how AI will impact the daily activities of PPC account managers. PPC managers need to be part of this conversation!

Account management 132

Account management Gaming A/B testing Campaign 132

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.

Account management 140

Account management Launch Clients Closing 140