Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. While some growth can be expected to come from effective account management, the kind of growth desired by most companies comes from consistently finding and closing new accounts. Incentives work.

Prospecting 71

Prospecting Cold Call Pipeline Gaming 71

Hubspot

JUNE 16, 2025

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. A candidate for a business development role was asked to sell the company's software on the spot.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Salesforce

NOVEMBER 15, 2024

Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. Learn more 4 reasons every SDR manager needs a career progression strategy A career progression strategy is no longer a “nice-to-have” within an SDR team. However, the role of the SDR is often thankless. Here’s why.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

SaaStr

FEBRUARY 7, 2025

Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience. Leveraging Investors for Growth Another underutilized growth channel?

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. This is essential for companies to improve their overall profitability and achieve sustainable growth. the growth over those that don’t.

Service 69

Service Customers Cross-sell Contact 69

SaaStr

JUNE 29, 2025

” In Y Combinator’s 10-week program, Deel burned through 20% of their time selling a payments platform that nobody wanted. Built Account Management to Capture Hidden Revenue The Realization : “There’s a huge potential and there’s like a big part of the revenue that we’re leaving on the table.”

Cross-sell 73

Cross-sell Commission Account management Strategize 73

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. Instead of selling individual products or services, you package them together to deliver a more comprehensive solution. The good news: you dont need to overhaul your offering to see results. And the data backs it up.

Price 52

Price Drivers/motivators Legal Contract 52

Highspot

MARCH 6, 2025

Regular performance reviews transform feedback into a growth tool. Sales performance evaluations often feel like a box-checking exercise for managers and a stress test for sales reps. If done right, they are a real game-changer for company culture and sales performance management. Evaluations provide a clear roadmap for growth.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Highspot

JULY 3, 2025

Modern B2B sales enablement is a strategic, collaborative discipline designed to equip customer-facing teams with the resources, skills, and insights needed to engage buyers effectively and drive predictable revenue growth.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Salesforce

JULY 3, 2025

In our latest State of Sales report, 81% of sales teams using AI tools have boosted productivity, and 83% have seen revenue growth in the past year. Here are just a few benefits, and the more you grow, the more these do too Saves you time: Automation takes over time-consuming admin tasks, so your team can focus on selling.

Technique 52

Technique CRM E-commerce Click Through Rate 52

Salesforce

APRIL 2, 2025

Implementing a product-led growth (PLG) strategy significantly increases the likelihood of converting these prospects into paying customers. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. The data may also reveal areas for product or service improvement.

Product 86

Product Territory Sales Price 86

Martech

JUNE 9, 2025

This shift — from license delivery to operational integration — marks a fundamental evolution in how SaaS companies must think, sell and support. It’s a business imperative for SaaS vendors who want to build sustainable growth. The future of SaaS won’t belong to those who sell the most seats. Email: See terms.

Strategic partnership 67

Strategic partnership Strategize Government Negotiate 67

Sales Hacker

JANUARY 24, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Too often, businesses treat these as separate domainsone focused on development, the other on selling. The 4 key considerations for aligning product and GTM strategy to drive growth 1. Insight from a $1.3B acquisition by Adobe.

GTM 100

GTM Cross-sell Finance Price 100

Salesforce

MAY 15, 2025

Imagine: the moment a customer hits a usage limit on a specific feature of your ISV app, a targeted upgrade offer is automatically presented within the application, a notification is sent to their account manager, and relevant documentation on the premium features is readily available driving potential upsell opportunities.

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

SaaStr

JUNE 23, 2025

Compare this to other functions: Sales Engineers: Only 14% decreased Account Executives: 25% decreased Professional Services: 17% decreased Even more telling, only 19% of companies increased their SDR headcount —the lowest growth rate across all sales functions. This isn’t just a blip.

B2B 67

B2B Cold Call Pipeline Engineering 67

SaaStr

APRIL 13, 2025

” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. Focus on smaller products : Separate teams ensure smaller products don’t get ignored in favor of easier-to-sell offerings.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. “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?

Real Estate 119

Real Estate GTM Objectives and Key Results Objection handling 119

Engage Selling

JANUARY 24, 2023

 What’s the secret to hitting your growth target? A lot of companies this year are predicting bold growth and setting huge targets for sales reps. And as a sales … The post The Secret to Hitting Your Growth Target first appeared on Colleen Francis - The Sales Leader.

Growth 62

Growth Sales Account management Sell 62

SaaStr

JUNE 19, 2025

The days of relationship-only selling are over in AI-adjacent markets. Separate Teams for Land vs. Expand : Snowflake completely separates new customer acquisition from account growth teams. When marketing managers can ask natural language questions of customer data without SQL, consumption explodes geometrically.

Strategic partnership 107

Strategic partnership Meeting SQL Technical Sales 107

Sales Hacker

JUNE 27, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Her Internet Trends reports helped a generation of founders navigate shifts in consumer behavior, platforms, and growth models. Mary Meeker doesn’t publish often. But when she does, it usually defines how the next wave of tech gets built.

GTM 91

GTM Legal Trust B2C 91

Sales Hacker

FEBRUARY 18, 2025

And, you know, really that role and it’s such a cool role you have is it’s all about, you know, working with founders to help them unlock go-to-market growth and access, you know, executive networks within the Bain network, which is very much like what we do at GTM fund. So we love the team at BCV. Um, at Fractal when we had.

GTM 95

GTM Quota Drivers/motivators Sales 95

Sales Hacker

JUNE 3, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Rick is the former managing director of Meta Ireland. And I went to sell advertising solutions for them and I really enjoyed, you know, matching. Is it partners, is it agencies?

GTM 89

GTM Territory Gaming Sales 89

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 78

Account management Commission Cross-sell Finance 78

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. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

GTM 66

GTM Growth Cross-sell Account management 66

Salesforce

MAY 12, 2025

Companies that ace NRR are better positioned to face unexpected market challenges and sustain profitable growth. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. Growth within your customer base suggests a strong product-market fit.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Salesforce

APRIL 17, 2025

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? Learn how to deliver profitable growth with limitless digital labor. Get started here 1. Read the report 2.

Objectives and Key Results 82

Objectives and Key Results Negotiate Retail Promote 82

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account management 111

Account management Objectives and Key Results Cross-sell Contract 111

Hubspot

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

Account management 100

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

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. Worse, it harms career growth and the company’s bottom line. BizCatalyst360 Presents a life, culture, and biz new media digest as a hub of creative expression and personal growth.

Sell 173

Sell Appointment Account management Represent 173

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. If your product requires advertising or salespeople to sell it, it’s not good enough. So the only sustainable growth is real viral growth.”. This is also true of account management. That was in the 90s, however.

Account management 98

Account management Customers Pipeline Trust 98

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

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 128

Sell Territory Cross-sell Referrals 128

Partners in Excellence

NOVEMBER 3, 2022

It seems that selling jobs, at all levels, are viewed as “temp” jobs. Perhaps things like, we move SDRs into AE roles, possibly an account manager role. For a few, possibly sales management. Managers, if they coach, coach for day to day, quarter to quarter performance. Their margins tend to be the best.

Sell 139

Sell Growth Engineering Account management 139

Veloxy

JUNE 15, 2023

Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools. Essential skills for success include strong customer relations, business development, account management & problem solving abilities.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

Engage Selling

FEBRUARY 12, 2020

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They are just as crucial for troubleshooting where sales performance isn’t meeting expectations, as well as for measuring the return on investment your … Read More »

Growth 135

Growth Meeting Customers Sales 135

Partners in Excellence

APRIL 16, 2024

Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. Now, another year has gone by and I am currently the Junior Account Manager for the UTD Sales program with plans to graduate early in the Spring of 2025. I may be new to the world of sales, but this year has been a whirlwind of growth.

Sell 139

Sell Pitch Up-sell Account management 139