The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. Account management roles encompass a range of responsibilities that require a unique blend of skills and expertise.

Account management 52

Account management Negotiate Clients Strategize 52

Martech

JUNE 9, 2025

But that approach is increasingly out of sync with the martech needs of the modern enterprise, especially in CreativeOps, where delivery speed, brand governance and tool interoperability are non-negotiables. A sustainable client base isn’t defined by how many logos appear in your sales deck. These aren’t speculative benefits.

Strategic partnership 66

Strategic partnership Strategize Government Negotiate 66

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. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Objectives and Key Results 165

Objectives and Key Results Drivers/motivators Sales Up-sell 165

Sales Hacker

OCTOBER 23, 2018

Another quarter sales target just barely made. As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). I came into the world of sales an unusual way.

Negotiate 120

Negotiate Quota Closing Price 120

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? This frees up sales reps to build deeper relationships and focus on strategic account planning.

Objectives and Key Results 82

Objectives and Key Results Negotiate Retail Promote 82

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? Technology Will Never Replace Sales Talent.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

B2C 117

B2C Pipeline SQL Strategize 117

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

Salesforce

NOVEMBER 15, 2024

The SDR, or Sales Development Rep, is the backbone of many successful sales organizations. SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Hubspot

NOVEMBER 1, 2017

What are the sales trends of 2018? Sales automation. Account-based selling. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018. 4) Sales automation.

Sales 101

Sales B2C Account management Up-sell 101

Hubspot

FEBRUARY 7, 2018

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job. Others, like outside sales, are on the decline.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

MARCH 26, 2024

I want to stay in the game long enough to see the old sales practices retired and the new digital selling model take hold.” ” Why I’m So Interested In Selling I worked as a finance manager for a large tech company early in my professional career. Initially, I provided the models to sales teams.

Sell 137

Sell Cross-sell Finance B2C 137

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip.

Closing 137

Closing Process Contract Price 137

Hubspot

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Account management 88

Account management Commission Contract Sales 88

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. Clearly, new strategies alone aren’t enough to motivate a sales team. Sure, these are all key motivators for your sales reps. So what’s the missing link? Is it money?

Extrinsic 100

Extrinsic Drivers/motivators Intrinsic Commission 100

Hubspot

APRIL 27, 2020

Well, can a robot sell sales software to a business of any size?". Let's check out what they have to say about AI taking sales jobs. AI's ability to address the data-driven, more readily automatable elements of sales jobs makes some reps nervous. I work for a company that sells the AI that can replace a sales rep.

Negotiate 88

Negotiate Legal Sales Account management 88

Hubspot

MARCH 6, 2018

What is a sales process? Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. What are the steps of a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

Partners in Excellence

OCTOBER 31, 2012

During the review, one of the product management executives was really puzzled as the sales team explained the loss. The solution is being developed, commitments are being negotiated. At one point, exasperated, he said, “But we gave them everything they wanted……why did we lose?”

Account management 108

Account management Negotiate Drivers/motivators Meeting 108

Hubspot

APRIL 27, 2018

Luckily, sales is a job in which diverse work backgrounds are welcomed and useful. When it comes to prepping your resume for a job in sales, all experience is welcome. I asked HubSpot reps and recruiters for the resumes they used to get hired and the advice for others hoping to land a gig in sales. Sales Resume Examples.

Quota 95

Quota Cold Call Sales Territory 95

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Technique 92

Technique Negotiate Pitch Inside sales 92

Sales Hacker

FEBRUARY 18, 2025

Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep?

GTM 89

GTM Quota Drivers/motivators Sales 89

Salesforce

APRIL 18, 2023

Welcome to #Salesblazer Q&A, a column by sales pros, for sales pros. Dear Salesblazer: What is generative AI and how will it affect sales reps’ jobs over the next year? Get started What is generative AI for sales? All of this will likely be integrated into a CRM, where sales and customer data live. Ask it here.

CRM 98

CRM Pitch Territory Presentation 98

Sales Hacker

JANUARY 18, 2019

Below you’ll find 6 trade show success tips for sales and marketing leaders to implement at your next event: 1. You have finagled and negotiated pricing with vendors and fought upper management for more budget; however, you and your marketing team have not defined what success actually looks like. The Holy Grail Metric.

Contact 103

Contact Sales Follow-up Clients 103

VanillaSoft

SEPTEMBER 15, 2021

Perfecting the sales process is one of the most effective things a revenue-generating team can do. One of the most crucial aspects of a great process is assigning (and refining) the roles of everyone on the team — from sales development rep to account executive (and anyone who happens to be in between).

Process 96

Process Sales Appointment CRM 96

InsightSquared

MAY 22, 2019

This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint. The first thing to note about selling to enterprise is that you are now faced with a large, diverse stakeholder buying committee for any significant transaction, and this cannot be handled by a single account executive.

Engineering 94

Engineering Territory Transportation Sales 94

SaaStr

MAY 29, 2019

Your sales team won’t care about this, so long as they get the extra revenue from the price increase now. Your account management team may not care either. The rest of the time, we end up with a headache pricing negotiation that takes weeks or even months and damages the vendor’s relationship with us.

Price 92

Price Negotiate Growth Account management 92

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Sell 112

Sell Objection handling Assembly Line Territory 112

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Hiring guide.

Outside Sales 94

Outside Sales Inside sales Profit margin Sales 94

Partners in Excellence

APRIL 26, 2021

They may have to put together an implementation plan and negotiate the resources needed to support the implementation. Related Posts: A Paradox, The Sales Process And The Buying Journey Does Your Customer Understand Their "Why?" They may need to put together a business case to justify the investment. There Is No "Playbook" For Buying!

Customers 131

Customers Contract Legal Negotiate 131

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

APRIL 2, 2021

Let's say you're an airline and your focus is impressions and awareness, rather than an immediate sale, you can buy a placement that is known to get cheap impressions," he said. The negotiation still technically happens but it's done at a much quicker rate through open and private marketplaces. Track the results and optimize.

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Miller Heiman Group

NOVEMBER 5, 2018

With organizations facing an ever-evolving (and uncertain) future, it can be difficult for sales leaders to draw a bead on the best focus areas to ensure success. No matter what, sales transformation is a strategic endeavor. The Future Four: A Vision for Sales Transformation. 1) Reimagine sales roles as value engineers.

CRM 64

CRM Negotiate Engineering Sales 64

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. In accounts where you are a component part supplier, there may be a policy two have second sources–the theory being, if one vendor can’t deliver the parts, another can.

Territory 104

Territory Cross-sell Negotiate Account management 104

Partners in Excellence

JULY 25, 2019

Whether it’s whatever version of prospecting/demand gen, working our qualified pipelines, negotiating, closing, hunting, farming, or whatever. Top sales people do the whole job. Sales is not easy, if easy is what you want, do something else. Related Posts: What's The Most Pressing Part Of The Sales Process Today?

Pipeline 91

Pipeline Negotiate Quota Gaming 91

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 108

Sales Sell Objection handling Customers 108