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 89

Account management Objectives and Key Results Cross-sell Non-Profits 89

Miller Heiman Group

APRIL 2, 2019

Soon after, he brought Miller Heiman Group in to present solutions to his team. This information will allow you to change your value proposition to meet the customer’s changing needs and proactively identify and build relationships with new buying influences. The seller connected the contact to resources to help further his career.

Account management 110

Account management Strategize Objectives and Key Results Contact 110

The 5% Institute

JULY 1, 2019

An Account Manager can be a tough job at the best of times – especially if you want to increase your sales. Below are three quick ways to increase your sales as an Account Manager. 3 Ways to Increase Your Sales As An Account Manager. 3 Ways to Increase Your Sales As An Account Manager.

Account management 52

Account management Sales Pitch CRM 52

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. 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 Territory 264

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Managing Director. Manager Strategic Partner Development for the Americas.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Veloxy

JUNE 23, 2021

What’s more, research shows that over 75% of prospects really don’t want to engage in face-to-face meetings. You’ve already likely heard of a few standard roles such as Account Executives or Sales Engineers. 1: Account Executives. 3: Account Managers. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges.

Sell 103

Sell Cross-sell Finance B2C 103

Martech

MARCH 1, 2024

Instead, B2B retention requires a laser focus on the core business, meeting customer expectations consistently, penetrating existing accounts further and monitoring any changes closely as signals for proactive outreach. They have also been trained in concepts like customer management, LTV and the financial value of loyalty.

B2B 115

B2B Cross-sell Pharmaceutical Account management 115

Partners in Excellence

APRIL 16, 2024

Preface: Every once in a while, by pure chance, we meet someone who is inspiring. Waking up to a request for a meeting in his office felt surreal. Nervous anticipation crackled in the air as I sat across from Dr. Seizing the moment, Dr. Dover presented me with an unexpected opportunity. I first met Inshal about a year ago.

Sell 113

Sell Pitch Account management Up-sell 113

Veloxy

AUGUST 17, 2022

Here are the most popular features of the tool: Your leads & contacts are automatically analyzed and prioritized for buyer intent Field sales routes are optimized for more stop-ins and meetings Automatically capture, create, update, and track records from your inbox. Apptoto integrates with Zoom and other online meeting tools.

Appointment 147

Appointment Territory Cross-sell Contract 147

APACSMA

DECEMBER 14, 2023

Account Management Professional Certified Account Management Professional Be able to build relationships with key stakeholders, manage customer expectations, and upsell and cross-sell products and services. Be able to demonstrate and present solutions to potential customers.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

The Advantexe Advisor

JANUARY 13, 2022

You have prepared and have done everything possible to be able to present a portfolio of great solutions that can be executed and will give the customer the solution they need that is safe, of high quality, and sets everyone up for success.

Customers 76

Customers Account management Presentation Meeting 76

Salesforce

APRIL 18, 2023

Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails. With generative AI, you can use text-based prompts in presentation tools to create tailored decks and pitches in minutes.

CRM 98

CRM Pitch Territory Presentation 98

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Search Engine Land

JANUARY 23, 2024

” “Even their positions in their email signatures never mention ‘sales’, but rather ‘solutions’ or ‘account management’, and so on.” But it has never been clearly communicated that the people making these calls are sales people.” And that causes mistrust.

Commission 116

Commission Construction Represent Contact 116

Partners in Excellence

FEBRUARY 17, 2024

They weren’t meeting commitments to fulfill customer orders. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled. We don’t take the time to reconfirm how the customer got to that diagnosis and whether it is correct.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Hubspot

APRIL 5, 2023

Outside sales representative positions include some travel time to meet with buyers and pitch products. Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year.

Cold Call 83

Cold Call Commission Inside sales Territory 83

Gong.io

JULY 11, 2022

They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. AEs (Account Executives).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Martech

SEPTEMBER 21, 2023

Every day we form impressions of the people we meet. B2B marketing, usually kept at arm’s reach from customers, can now know them as well as account managers who have long-standing customer relationships. We assess their trustworthiness, credibility and level of friendliness based on our interactions.

B2B 105

B2B Construction Drivers/motivators Campaign 105

Veloxy

NOVEMBER 29, 2021

And when they do the needed followup, it’s driven by such things as intuition, geography, account size, the customer’s job title, or their position on a call list or spreadsheet. Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? How can you as a company be the ones to meet those needs?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

criteria for success

NOVEMBER 3, 2021

They’re fighting for the same deals, sometimes presenting directly against each other, and possibly even hearing your what your competitors are saying about you. Some salespeople or account managers may even be able to get copies of proposals your competitors have sent to their clients. Are you in the loop?

Sales 98

Sales Account management Clients Prospecting 98

Sales Hacker

OCTOBER 28, 2022

All presentation videos are available for free on demand.). And yes — she landed a meeting with an exec at BigLots in just 2 hours after tweeting a custom-made video at his public account. Ask the procurement team if they’ve been able to meet the numbers the competitor promised post-implementation. Comment on it!

Sales 84

Sales Follow-up Quota Presentation 84

SaaStr

SEPTEMBER 18, 2023

Question #1: Do You Show Up As A New Startup To Get People To Buy Into Your Vision Or Present Yourself As An Established Startup With Everything Going On? You need a VP of everything, and if you think you don’t, go meet a great one. How do you fix GTM? Will there be any new categories in the next 5-10 years? None of that is new.

GTM 91

GTM Niche Account management Up-sell 91

Salesforce

DECEMBER 19, 2022

Lagging indicators simply provide the results and measurements as you can observe them at present. A value tree that combines all these outcomes into a composite metric such as net present value (NPV) or return-on-investment (ROI) is usually useful to summarize the value realized succinctly. While useful, they lack prognostic power.

Drivers/motivators 98

Drivers/motivators Government Technology Technology 98

SalesLoft

JULY 10, 2023

Regularly presents coachable moments and deal gaps to prevent end-of-quarter surprises. Accommodates large buying committees and account-based selling. Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Hubspot

APRIL 27, 2023

Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. Post-Sales Account Manager After the AE closes a deal, a post-sales account manager is responsible for managing that sales account and ensuring that the client is satisfied with the quality of the product or service.

Account management 77

Account management Commission Contract Sales 77

Search Engine Land

FEBRUARY 27, 2024

Many agencies won’t perform a free audit unless it’s for a larger account. Still, you may consider paying for an audit as part of your evaluation process to get a feel for what they’ve found and how they present information. Account management 26. How many accounts is the lead responsible for and what role do they play?

Retail 100

Retail Clients Contract Campaign 100

Salesforce

JULY 18, 2023

Kristen Handler , senior account manager, Red Argyle Dear Kristen: Convincing CFOs that your deal is a win doesn’t come down to persuasive language or sexy pitches. Since my primary contact will need to present the deal to their CFO, I prepare a strong financial case that makes sense for both finance and sales.

Finance 52

Finance Price Pitch Up-sell 52

Salesforce

JULY 18, 2023

Kristen Handler , senior account manager, Red Argyle Dear Kristen: Convincing CFOs that your deal is a win doesn’t come down to persuasive language or sexy pitches. Since my primary contact will need to present the deal to their CFO, I prepare a strong financial case that makes sense for both finance and sales.

Finance 52

Finance Price Pitch Up-sell 52

Partners in Excellence

NOVEMBER 19, 2019

We update the data in the account plan, showing the customer financial and business performance, discussing their industry positioning and performance, discussing their strategies and priorities. We draw this information from their annual reports, analyst reports, public presentations.

Represent 70

Represent Account management Prospecting Quota 70

Hubspot

JUNE 6, 2019

The responsibilities are similar to that of a sales analyst, but may call for more advanced data collection, statistical software use, and the conversion of complex data into easily digestible presentations, graphs, or reports. This role might also be more client- or management-facing, sharing the results of a whole team of analysts.

Finance 79

Finance SQL Strategize Account management 79

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

Heinz Marketing

MAY 20, 2022

In this scenario, product users are maybe presented with a new feature or exposed to a new subscription level while they’re actively leveraging the product. Account Management. Account Executives and/or BDRs. In this way, we know which levers we can potentially pull to drive more and larger expansion deals.

Cross-sell 110

Cross-sell Customers Growth Contract 110

SalesforLife

SEPTEMBER 30, 2019

I remember at the beginning of my sales career in the early 2000s, the number one mandate was to create net new opportunities, and that meant cold calling, face-to-face meetings, door knocking – anything we could do to generate leads and opportunities for the business. Fast-forward to the present, and now that number is 50-50.

Prospecting 96

Prospecting Quota Cold Call Cross-sell 96

VanillaSoft

SEPTEMBER 15, 2021

Whether you’re a sales development rep, a business development rep, or an account executive, approach every meeting with a plan. Among the questions you should strive to answer before you call or meet: Who will be in the room? Many SDRs want to move into account executive, account manager, or marketing roles in the future.

Process 96

Process Sales Appointment CRM 96

Anthony Cole Training

FEBRUARY 9, 2015

If your sales team isn''t normally engaged in sales that are international in nature, go through 8 stages of RFPs, committee meetings, procurment vetting and finalist presentation and are sales that generate millions or billions of dollars then just maybe the research isn''t relative to your situation).

Management Consulting 180

Management Consulting Sales Consult Account management 180

The 5% Institute

JUNE 12, 2020

The main difference between outside sales vs inside sales, is that inside sales in done remotely; where outside sales generally means you meet with your potential clients where they are based. Present your offer. Related article: Outside Sales Vs Inside Sales – What’s The Difference? How To Be Successful at Inside Sales.

Inside sales 98

Inside sales Outside Sales Objectives and Key Results Non-Profits 98