Membrain

JANUARY 12, 2025

Meet Andrew Barbudo , a digital media sales expert and Author of "Top Sales Producer: How To Crush Your Sales Quota", who shares his intriguing journey from the trenches of budget management and report generation to becoming a top-performing sales producer.

Quota 125

Quota Account management Education Sales 125

Veloxy

FEBRUARY 12, 2025

The TeamLink feature helps you find warm paths into accounts through shared connections. Creating customized meeting links has become a game-changer that streamlines scheduling and cuts down email exchanges. This tool is now fundamental to our sales productivity workflow and eliminates the hassle of managing multiple calendars.

Product 130

Product CRM Price Objectives and Key Results 130

SaaStr

MAY 26, 2025

From AI Support to AI Teammates Right now, most companies are using AI for support functionsscheduling meetings, drafting follow-up emails, transcribing calls, and generating basic reporting. By 2026, these same AI systems will have evolved to manage entire sections of the sales process autonomously. A 50/50 Sales Team. 50% are AI.

Inside sales 98

Inside sales Sales Commission Territory 98

Understanding the Sales Force

NOVEMBER 15, 2024

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. When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines.

Prospecting 71

Prospecting Cold Call Pipeline Gaming 71

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? However, the role of the SDR is often thankless.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Highspot

JULY 7, 2025

To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

SaaStr

JUNE 29, 2025

“If big companies like LinkedIn and Google are already supporting that model, and with Slack, Zoom, and Google Meet advancing, work from home is going to be the big trend.” They booked individual meetings with every client, created QBRs, and started proactive communication about product updates.

Cross-sell 75

Cross-sell Commission Account management Strategize 75

Salesforce

OCTOBER 22, 2024

For example, some companies may have a Request for Proposal (RFP) process you need to follow, or a specific list of regulatory requirements they need to meet. If you understand their needs, you can work to proactively meet them, easing the way for them to choose your product. Back to top ) Get the latest articles in your inbox.

E-commerce 87

E-commerce Territory Pitch Sales 87

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. They set up meetings with Fortune 500 CIOs. You gotta know the product cold.)

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Highspot

MARCH 6, 2025

Sales development representatives (SDRs), account executives (AEs), and account managers (AMs) have different responsibilities and success indicators. Conduct the Performance Review The actual review meeting should feel like a collaborative discussion. Start positively, such as Youve been strong on your follow-ups.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Salesforce

SEPTEMBER 10, 2024

Agents should have the same holistic view of customer interactions , via your customer relationship management (CRM) platform, as the sales, marketing, and account management teams. It also helps build a stronger brand that is committed to meeting individual customer needs.

Service 69

Service Customers Cross-sell Contact 69

Engage Selling

JUNE 17, 2024

Learn how to make every interaction matter, starting with this… For more strategies like this, check out my … The post Why Your Clients Don’t Want to Meet first appeared on Colleen Francis - The Sales Leader. Maybe it’s your approach.

Clients 62

Clients Meeting Sales Account management 62

Engage Selling

OCTOBER 21, 2024

Ever feel like follow-up meetings are a bit of a maze? This video tackles four essential prep steps to help you navigate these meetings smoothly. Let’s simplify it! Don’t forget … The post Prepping for a Current Client first appeared on Colleen Francis - The Sales Leader.

Clients 62

Clients Meeting Follow-up Sales 62

Salesforce

JULY 3, 2025

Transcribe and summarize meetings in a shared doc with AI-powered speech recognition , so key takeaways are captured without extra effort. With AI-powered insights , you can automate follow-ups for emails, calls, and meetings — helping you reach out at the right time with the right message.

Technique 52

Technique CRM E-commerce Click Through Rate 52

Engage Selling

MAY 25, 2023

 Do you make every meeting count? Make sure you’re always leaving the prospect feeling okay after every meeting or interaction. The post Every Meeting Counts first appeared on Colleen Francis - The Sales Leader. Do you struggle to close the sale?

Meeting 62

Meeting Prospecting Closing Sales 62

Martech

FEBRUARY 24, 2025

If the intake form requires a project prioritization level to be clarified and it does not meet the threshold put forward by the enterprise, it simply does not move forward as a request. If account managers primarily complete intake requests, their expertise is likely greater than that of multiple business partners.

X-functional 73

X-functional Territory Account management Strategize 73

SaaStr

JULY 7, 2025

We maintain mindshare as the leading AI outbound platform, get to meet our buyers and partners IRL, and source 100s of leads and $millions of pipeline.” A lot of people are against conferences, but they are an exceptional channel for us. influenced pipeline from single event Sales enablement platform : $75K investment → $2.1M

Pipeline 86

Pipeline CTR Contract Strategize 86

SaaStr

JULY 15, 2025

The ones who are glorified account managers can be replaced or just allocated to sales’ budget and headcount. The CSMs who survive the AI transition will be the ones who solve complex problems and drive genuine strategic value. Bottom Line : Evaluate your CSM team honestly. But I bet half yours aren’t really this.

B2B 95

B2B A/B testing Engineering CRM 95

Engage Selling

JULY 29, 2024

What if I told you your team could cut their call volume in half and still boost sales? One client did just that by asking their customers a game-changing question. … The post Stop Checking-In with Clients first appeared on Colleen Francis - The Sales Leader.

Clients 62

Clients Gaming Customers Sales 62

SaaStr

APRIL 13, 2025

And come meet Rippling and learn its secrets to building compound products when their VP of Product Anique Drumright joins us on-stage at 2025 Annual ! 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.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Salesforce

JANUARY 6, 2025

Then, you also have commissioned employees who sit outside of the sales team sales engineers , account management, support, service roles, and more. For example, an organization may compensate an outbound SDR for the number of meetings they book.

Commission 52

Commission Territory E-commerce Sales 52

SaaStr

JUNE 19, 2025

Inside Snowflake’s Board Meetings: How AI is Reshaping Enterprise Data and the Future of B2B Partnerships We had a lot of fun at SaaStr AI Summit 2025 with a rare look inside Snowflake’s boardroom! But this year, attendees wanted something different: a real board meeting.

Strategic partnership 107

Strategic partnership Meeting SQL Technical Sales 107

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. “Why aren’t they meeting those goals? What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? “Where are they struggling? ” I ask.

GTM 116

GTM Real Estate Objectives and Key Results Objection handling 116

Engage Selling

MAY 29, 2024

You need to regularly remind customers of the value you provide. Doing business reviews once a year won’t cut it. For more strategies like this, check out my sales tip … The post The Right Cadence for Business Reviews first appeared on Colleen Francis - The Sales Leader.

Customers 62

Customers Sales Account management Meeting 62

Sales Hacker

MAY 16, 2025

We have been hearing this in GTMfund founder meetings for years. You need GTM alignment. You dont need fluff. You need results. And you need it early. Because the winners in SaaS today dont just ship, they execute. Even the data shows that go-to-market execution is what keeps founders up at night.

GTM 71

GTM Represent Legal Go To Market 71

Sales Hacker

JUNE 27, 2025

AI startups are hitting ARR quicker than ever before, with some achieving $5M ARR in nearly half the time it took SaaS peers – 24 months vs. 37 months. If you’re looking to scale your sales and marketing teams with top talent, we couldn’t recommend our partner Pursuit more.

GTM 91

GTM Legal Trust B2C 91

Sales Hacker

FEBRUARY 18, 2025

You know, you might have someone who’s far more data driven and really just dives into all of the information that they have through Apollo or what have you and then knows how to manage their very large book right when they’re one of two AEs. And my bot might be responding to that Joe DiMento: Yeah. Um, I love it. Final question.

GTM 95

GTM Quota Drivers/motivators Sales 95

Salesforce

MAY 12, 2025

Indicating customer satisfaction: When customers stay, renew, or add to their purchases or subscriptions, it shows that your company is likely meeting or exceeding their expectations. Signaling product-market fit: NRR reveals how well your products and services meet current and evolving customer needs.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Hubspot

MAY 5, 2025

says Stephen Findley , enterprise account management at Qwilr , an interactive proposal creation platform. I think reps often approach these calls with their own agenda and prioritize this over meeting the client where they are in their journey. Next time youre on a call, close your eyes for a few seconds while they speak.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

SaaStr

MAY 10, 2025

Truly Proactive Account Management Dont just wait for customers to churnmonitor account health daily. Create clear quotas for meetings, both on Zoom and for bigger customers, IRL. You have to go meet your bigger customers in person. Measure time-to-value and/or time-to-go-live. And relentlessly bring it down.

Customers 92

Customers Referrals Quota Account management 92

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? Agentforce, for example, uses AI to manage and nurture leads, providing personalized and timely interactions.

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

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. Send insight and educational resources.

Account management 105

Account management Process Education Contact 105

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

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

SalesPop

APRIL 9, 2021

The next aspect of account management we need to consider–one that is vitally important–is application integration. Integration Tied Into Account Management. Let’s take a look at how application integration affects account management. Otherwise, account management isn’t really possible.

Account management 97

Account management Government Follow-up Start-ups 97

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Bubble-area* advertising was obviously wasteful.

Account management 98

Account management Customers Pipeline Trust 98