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 81

Strategize Objectives and Key Results Strategic partnership Cross-sell 81

Pointclear

NOVEMBER 7, 2011

At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Is our strategic account target market 100% covered?

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

Martech

JULY 31, 2023

Account Based Marketing is intrinsically strategic. ABM is a B2B marketing strategy that focuses on working with target accounts to market in a measured and structured way. If you’re entirely new to ABM check out our introduction guide to account-based marketing , then circle back to learn how to apply it.

Intrinsic 97

Intrinsic Objectives and Key Results Government Strategize 97

Search Engine Land

NOVEMBER 13, 2023

Addressing misunderstandings early on is key. Reason 3: Lack of results Demonstrating real results is paramount. The solutions to client churn Client churn can be tackled from multiple angles, involving refined account management processes and strategic use of data-driven marketing techniques.

Clients 117

Clients Objectives and Key Results Referrals Non-Profits 117

Sales Hacker

JULY 25, 2022

Building a sales performance dashboard with key metrics for each different role ensures everyone is on track to fulfill their individual responsibilities, thus fueling the engine as a whole. Regardless of the role you want to build a dashboard for, you have to start with the same question: What is the desired result? .

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Customer Record Objects. Transactional Objects.

Government 58

Government Process Objectives and Key Results Commission 58

Search Engine Land

DECEMBER 4, 2023

These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. As a result, it produced higher-quality writing. Dig deeper: ChatGPT for PPC marketers: 15 strategic prompts to use today Get the daily newsletter search marketers rely on.

Objectives and Key Results 128

Objectives and Key Results Campaign Launch Strategize 128

SalesLoft

MAY 31, 2016

Sales pods are the key to scalable structure within many successful SaaS sales organizations. When a sales organization first looks to scale, the first strategic move is to sales development. But with the professionalization of the SDR team, modern sales development metrics look more like this: Account stages (the pre-opportunity).

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Gong.io

JULY 27, 2022

For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. What benefits are key customers experiencing? . Align with strategic goals. What does the typical QBR agenda look like? .

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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. For example, a year ago your key accounts might have been airlines.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Veloxy

FEBRUARY 22, 2023

Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales. They usually travel to meet with clients in person and build relationships, often resulting in long-term partnerships.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Sales Hacker

FEBRUARY 17, 2022

The insights gleaned from this process – what was being said on calls, what led to conversions, and what didn’t – resulted in more efficient calls and more conversions. A good sales engagement platform also needs to be a key part of the mix in 2022. The results? Sales engagement. Revenue intelligence.

Objectives and Key Results 91

Objectives and Key Results B2B Sales Pipeline 91

Highspot

APRIL 23, 2020

Between the dozens of sessions and online conversations, a common theme emerged: the number one thing your enablement team should be focused on is being a strategic partner to your revenue teams. Connect Initiatives with Execution to Drive Results. Align with Leadership to Drive Change. It’s not, no matter the size of your team.

Objectives and Key Results 52

Objectives and Key Results Drivers/motivators GTM Strategize 52

Sales Hacker

NOVEMBER 26, 2019

Sales Consulting & Strategic Selling Programs. The Modern Sales Mindset and How It Impacts Results. The key to successful prospecting is consistency in the fundamentals. Defusing Objections. Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections.

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

Lead Fuze

MAY 27, 2023

From mastering the platform’s algorithms and features to identifying your unique selling points, networking with potential clients, pricing services effectively, hiring staff, managing finances, and tracking success through experimentation – all these factors play a vital role in building a successful business.

Finance 40

Finance Objectives and Key Results Niche Referrals 40

Hubspot

APRIL 2, 2021

Strategize. This leads us to key progress indicators (KPIs). So, once that process is complete, all there is to do is launch and wait for results to come in. If you're taking a direct approach, this will likely be a collaborative process between your team and your publisher's account manager. Media Buying Tips.

Objectives and Key Results 87

Objectives and Key Results Cross-sell Negotiate Campaign 87

Hubspot

AUGUST 24, 2023

Only accurate or complete data may result in good insights and recommendations, impacting decision-making. Their ability to handle objections, provide live demos, and generate excitement sets them apart and helps them seal the deal, especially in fierce sales battles. Example: Imagine a human sales rep assigned to a key account.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

SBI

SEPTEMBER 27, 2019

Brainshark’s suite of sales readiness solutions was named a gold (highest-level) winner in the “Best Product: Training” category – recognized for fostering better-prepared, results-driven sales forces. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.) Industry News.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

SBI

AUGUST 15, 2019

This marks the seventh consecutive year Brainshark has been honored in the IBAs – having won more than 25 Stevie Awards for helping companies dramatically improve sales productivity and results. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.) Account Planning.

Objectives and Key Results 28

Objectives and Key Results Non-Profits Territory Strategize 28

Hubspot

AUGUST 18, 2017

We analyzed millions of pieces of published content and pored over the results, before we created, designed, and edited this report. With a whiteboard full of over 50 ideas, we began executing our new distribution strategy -- and just four months after the launch of the report, we already saw impressive results. 2) Guest posting.

Objectives and Key Results 78

Objectives and Key Results Education Clients Follow-up 78

PandaDoc

APRIL 3, 2023

The result? In fast-paced, dynamic markets, such as tech or enterprise software industries, traditional approaches to sales and marketing are quickly becoming obsolete , so the ability to reflect on your processes and improve them regularly is key for success. What are the key elements we need to include?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Veloxy

JULY 19, 2023

In this blog post, we will guide you through the essential steps to create an effective sales territory management plan that will lead your team to success. Get ready to unlock your sales potential and achieve maximum results! Designing sales territories for outbound efforts should start with strategically laying out the territories.

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

SBI

DECEMBER 4, 2019

Everything in our Winter release is geared around this objective. Offering some of the industry’s best-known software brands, we give individuals and teams the power to create, collaborate, and deliver impressive results. Account Planning. Account Planning. Account Planning. Account Targeting.

Objectives and Key Results 26

Objectives and Key Results Strategize Contact Technology 26

Partners in Excellence

MARCH 14, 2013

” That’s true, our customers care about their goals and objectives. So everything has to be tied to those key initiatives. How are you contributing to the overall priorities and strategic initiatives for the company? Why invest our time?” They challenge us to come up with business cases relevant to them.

Customers 92

Customers Strategize Follow-up Presentation 92

SBI

JANUARY 29, 2020

When searching for new learning and collateral content, instant search suggestions provide users with contextually aware results based on relevant authors, content, and channels. All survey responses are easily accessible via the new Survey Results Dashboard. Account Planning. Account Planning. Account Planning.

Objectives and Key Results 26

Objectives and Key Results Strategize Clients Sales 26

Heinz Marketing

JUNE 18, 2018

More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. But, also what results look like as measured by revenue, and I think all those things are important. Patrick: Yeah.

Pipeline 43

Pipeline Objectives and Key Results Sales B2B 43

Lead Fuze

AUGUST 12, 2021

Jill Rowley: The Keys to Social Selling. Episode 31: Mastering Account Management as a Sales Professional. Best 3 Episodes: Episode 22: Objective Based Selling. The somewhat deceitful title means to tell you that your personal revenue (as an SDR) can increase by using their tips in the program. Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

ConversionXL

AUGUST 2, 2017

These are actual results a startup Ringadoc got from their partner program. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. This creates a unique window of opportunity for strategic partnerships. Can this be true? Social factors.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

Gong.io

SEPTEMBER 13, 2021

Gong’s easy-to-use interface motivates reps to be proactive and strategize to course-correct when necessary, keeping deals moving, and closing more quickly. Key elements of a deal can be tracked, measured and acted upon. In fact, Gong research points to competitor mentions in late-stage deals resulting in a 20% drop in win rates.

Pipeline 62

Pipeline Growth Objectives and Key Results CRM 62

ConversionXL

AUGUST 2, 2017

These are actual results a startup Ringadoc got from their partner program. Chris Samila , Partnerships Manager at Optimizely shares: “We saw building and supporting a partner ecosystem as a massive opportunity. This creates a unique window of opportunity for strategic partnerships. Can this be true? Social factors.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Trial, error, and forgiveness are key to building a performing sales org. Shari Levitin.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. In capital equipment, software, or major services agreements, it may be possible to attain 100% wallet share, becoming major strategic vendors or partners to the customer. The opportunity plan’s goal is to win the deal.

Territory 87

Territory Cross-sell Negotiate Account management 87

The Lost Book of Sales

JULY 12, 2021

Two key points for now: Because of these incompatibilities, early adopters do not make good references for the early majority. Nonetheless, both the buyer and the seller can build successfully on two key principles. The odds against everything falling into place without a hitch are astronomical.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Heinz Marketing

MAY 13, 2019

in an episode called, “ The Rise of Revenue Operations: How an Integrated Approach Can Accelerate Results ” . I asked her to share how the concept of Revenue Operations can now span beyond acquisition marketing as well as sales and how it can impact customer success and account management teams as well.

Pipeline 52

Pipeline Objectives and Key Results Sales B2B 52

SaaStr

SEPTEMBER 13, 2019

What does a strategic plan really mean to Allison? How does one tie their strategic plan to their financial plan? We see support functions cropping up, CS operations functions, sometimes account management, services become important. What does a strategic plan really mean to you? What is included in it?

Engineering 10

Engineering Objectives and Key Results Strategic planning Strategize 10

SaaStr

NOVEMBER 22, 2019

Harry Stebbings: Can I ask, in terms of like being super effective in your role, transparency must be key because you must be essentially kind of CC’d on all emails. And then they flip it over the fence to a expansion AE or account manager to grow that relationship.

Start-ups 61

Start-ups Customers Objectives and Key Results Growth 61