Search Engine Land

AUGUST 22, 2024

When setting up Performance Max or Shopping campaigns, structure and segmentation are often among the first considerations. Your approach depends on the account’s size, conversion volume and overall business objectives. Account managers often segment for the sake of segmentation. Business email address Sign me up!

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

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

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. Sure, it may seem challenging at first, but assembling a winning sales team is key to bolstering the growth of your business. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

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

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

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. In contrast, it is best if you allow the prospect to speak 60% of the time and you only take up 40% of the allotted time. Worse, it harms career growth and the company’s bottom line.

Sell 173

Sell Appointment Account management Represent 173

Understanding the Sales Force

NOVEMBER 15, 2024

Jack’s eyes lit up. 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.

Prospecting 69

Prospecting Cold Call Pipeline Gaming 69

Partners in Excellence

MARCH 16, 2021

As sales professionals, we are responsible for driving revenue growth for our companies. We are accountable for executing our overall corporate strategies and priorities in our chosen markets. Do we sell direct and what the organization we require to support this? Success and consistent growth isn’t easy.

Growth 119

Growth Process Follow-up Up-sell 119

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 Cross-sell 52

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’?

Account management 52

Account management Finance Promote Cross-sell 52

Openview

APRIL 24, 2019

Growth is so much more than just getting more bodies in the door as fast as you can. And I’ve seen many startups who fail to make this distinction create a cycle of diminishing returns that impacts the trajectory of their growth for the long haul… especially in enterprise sales. But in fact, our customer acquisition cost goes up.

Growth 89

Growth Healthcare Sales Pipeline 89

Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. Implementing a product-led growth (PLG) strategy significantly increases the likelihood of converting these prospects into paying customers. Sign up now Thanks, you’re subscribed!

Product 86

Product Territory Sales Price 86

Veloxy

OCTOBER 24, 2022

Use our “Sales Growth Tech Request” Email Template. When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. This sales tool is used to quickly update and manage your Salesforce CRM. Luckily for account managers there is Scratchpad.

Quota 147

Quota Contract Account management Price 147

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. Sales growth has become a “predictable” math equation. They are processed by SDRs, SEs, Demo people, Account Managers and others. Do we care enough about the buyer and their success?

Process 147

Process Sales B2B Quota 147

SaaStr

FEBRUARY 11, 2020

Aaron Ross discusses inbound and outbound sales and how to integrate Sales and Marketing Teams to re-ignite growth. Learn why it is difficult to have accurate and trustworthy outbound dashboards and how to clean up and educate your clients. What I was going to talk about today is the playbook for reigniting or even igniting growth.

Growth 107

Growth Niche Hospitality X-functional 107

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.

Sell 139

Sell Growth Engineering Account management 139

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

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. Cross-selling : Offering customers related or complementary products.

B2B 134

B2B Cross-sell Pharmaceutical Account management 134

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Participating in account or deal strategy, whitespace exercises, and executive alignments.

B2C 119

B2C Pipeline SQL Strategize 119

Sales Hacker

AUGUST 7, 2020

Sales Growth. Sales Manager. Social Centered Selling. Mid-Market Account Executive. Business Development Manager. Territory Account Manager. VP Sales and Account Management. Account Executive. Account Executive – Mid Commercial. Territory Account Manager.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Anthony Cole Training

JANUARY 31, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). Selling (45). Tonys Top Ten.

Objectives and Key Results 163

Objectives and Key Results Drivers/motivators Sales Up-sell 163

A Sales Guy

NOVEMBER 27, 2013

The recurring revenue from the existing base can make up as much as 75% and more of your annual revenue. Growth comes from new customers, but the meat is in maintaining the existing base and protecting the recurring revenue stream. High risk to renewing, lots of up-sell opportunities. They are happy with your service.

Customers 114

Customers Territory Up-sell Clients 114

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. And the data backs it up. This tactic isnt just effective its proven.

Price 52

Price Drivers/motivators Legal Strategize 52

Sales Hacker

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. Kathleen Booth (SVP of Marketing & Growth, Pavilion) notes “event-led growth” as a key growth motion for Pavilion. 3 Outbound SDR: Outbound remains effective, serving as a steady pillar of growth.

GTM 127

GTM B2C Growth Territory 127

SaaStr

MARCH 20, 2021

Larger, fast-growing start-ups often become excellent at it. Small start-ups are almost always terrible at it. Pick a price point you know how to sell a t. I’ve seen sales reps great at $20k deals join a start-up with tons of leads but at a $2k price point and fail. Account management? Most of us do.

Quota 138

Quota Niche Up-sell Price 138

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. How much revenue did that account produce last year?

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

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. We prepare and conduct fancy presentations.

Account management 118

Account management Strategize Contract Contact 118

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Reaching decision-makers. Coachable or not.

Drivers/motivators 125

Drivers/motivators Consult Up-sell Sales 125

SaaStr

APRIL 13, 2025

As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to take a look back at one of your favorite SaaStr conversations with Parker Conrad at SaaStr. Parker came to London to share just what he’s learned building a $12B+ compound start-up. IT Cloud : Setting up employees in apps, device management, and IT systems.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

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. Sign up now Thanks, you’re subscribed! Here’s why.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Pop!

APRIL 11, 2024

It’s a goal we strive for in selling. Without it, of course, the chances of account expansion are highly unlikely. It’s a mistake that you’d like to think would be a rarity in the sophisticated B2B world of serving large enterprise accounts. The honesty needle points way up. Why don’t all selling organizations do this?

B2C 130

B2C Clients Contract Account management 130

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

Martech

JUNE 17, 2024

How many times when a renewal comes up have you heard, “That SKU is no longer available”? Take our brief 2024 MarTech Replacement Survey Growth at all costs leads to decisions that hurt customers. Take our brief 2024 MarTech Replacement Survey Growth at all costs leads to decisions that hurt customers.

Trust 121

Trust B2B Non-Profits Government 121

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. And on to almost $300m ARR today! Trust the process.

Cross-sell 109

Cross-sell Account management Clients Growth 109

A Sales Guy

JULY 5, 2013

One of our core value props is “Success for All” and we would like to offer everyone a 1-on-1 with our Customer Success experts to simply discuss best practices (reducing churn, structuring your customer-focused team, increasing up-sells, etc). Let us know if there’s someone else who heads up those efforts. Non Sales Person.

Pitch 114

Pitch Sales Up-sell Technique 114

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 112

Customers Account management Real Estate Contract 112

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? Do you have a core portion of your team equipped to sell upmarket? If you’re selling to small companies, deals are moving fast, and you’re talking to one, maybe two people tops at the account. When Should You Move Upmarket?

Cross-sell 120

Cross-sell Price Account management Up-sell 120