Hubspot

JUNE 16, 2025

Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.” Even account managers — once focused on relationship-building — are now expected to drive revenue. This is especially true in complex B2B sales like SaaS, ABM, and enterprise software.

Objectives and Key Results

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. So having a consumption-based pricing model makes a ton of sense. Talk to users.

Technical Sales

PandaDoc

MAY 2, 2025

Pricing tables are inconsistent. That can mean anything from misrepresented pricing to contract clauses that Legal never approved. PandaDoc makes this easy with drag-and-drop building blocks and content locking features that keep sensitive sections like legal language, pricing structures, or brand messaging protected.

Legal

Salesforce

SEPTEMBER 10, 2024

That’s especially true as many consumers are making decisions based on price, and most retailers are pushing price increases back on brands. 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.

Service

Heinz Marketing

JULY 24, 2025

Another team combined first-party engagement (like pricing page activity) with third-party intent (visiting competitor sites) to build 1:1 outbound campaigns. Their conversion rate from previously cold accounts more than doubled. If you didn’t catch it live, you can watch the full session here.

GTM

Salesforce

JULY 3, 2025

It identifies patterns and suggests proactive strategies for pricing, promotions, and outreach. Forecast revenue accurately with predictive analytics that help you plan for demand and optimize pricing. AI speeds up the process, making your pricing faster and more accurate, so you can close sales quickly.

Technique

Highspot

MARCH 6, 2025

Sales development representatives (SDRs), account executives (AEs), and account managers (AMs) have different responsibilities and success indicators. Afterward, the top performer may deliver feedback: Youre great with clients, but I noticed you hesitate during pricing discussions.

Objectives and Key Results

Salesforce

APRIL 2, 2025

Create an easy path to expansion through tiered pricing or premium features. There are several popular approaches for paid plans in SaaS models, including: Freemium pricing: The basic version of your service is free, and users can pay for upgraded features. Usage-based pricing: Utilizes a fee scale with the amount of service used.

Product

Sales Hacker

JANUARY 24, 2025

Pricing and packaging is the link between product and growth Pricing and packaging are more than just setting a pricethey help customers understand the value of your product, how they use it, and whether they stick with it long-term. Many companies overthink pricing or delay important decisions.

GTM

PandaDoc

JULY 23, 2025

By following customized tasks and workflows, account management and sales reps can keep communications consistent and timely, improving the likelihood that customers feel supported and valued. If customer success is tracked internally, retention becomes a measurable, manageable goal. and how teams are engaging with the system.

CRM

Veloxy

JULY 23, 2025

Design one-click quote apps that your team can use to enable them to input information about the potential customer and leave the lead with all the necessary pricing information before the representative drives away. If possible, try to make building quotes as simple as possible.

Product

Sales Hacker

AUGUST 11, 2025

Watch: [link] 47:08 — Rebuilding post-sales into separate customer success and account management functions. We broke it into two pieces customer success and account management. So customer success now owns gross retention, account management owns renewal and expansion. That’s evolved.

GTM

Heinz Marketing

AUGUST 5, 2025

For example, a quarterly upsell push might target accounts with heavy usage and showcase how the next pricing tier unlocks time-saving features. It builds and runs dedicated campaigns tied to specific expansion goals. In organizations where expansion is owned, marketing teams are not only creating content—they’re creating pipeline.

B2B

SaaStr

APRIL 13, 2025

Pricing advantages : Compound products can optimize pricing across their entire bundle, allowing them to “run circles around competitors” in specific product categories. Seek pricing advantages : Structure offerings so customers save money by buying multiple products from you.

Cross-sell

Engage Selling

MAY 4, 2023

A lot of sellers often complain about their results because of a poor territory, a bad product, terrible leads, or their prices … The post The Right Way to Complain first appeared on Colleen Francis - The Sales Leader.  Is there a right way to complain?

Territory

SaaStr

JUNE 19, 2025

The conversation revealed fascinating insights about how AI is transforming enterprise data, the future of technical sales, and the mechanics of truly strategic partnerships in the age of consumption-based pricing. “The pieces to do that are already there.

Strategic partnership

Partners in Excellence

MARCH 20, 2025

What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? Later, we might find training in a methodology, training in deal management, or account management, or skills might be needed. F2F, virtual, elearning, we have it all.

Real Estate

SaaStr

NOVEMBER 6, 2024

I think customer success / account management is a specialization of sales that you argued for. ” So here’s the part on customer success where Dave and Jason agree: the concept that your customer success manager is your best friend is dead. .” Has Pricing Really Changed? I think CS lost the plot.

Drivers/motivators

Salesforce

APRIL 7, 2025

CROs are high-value executives who deliver big benefits but also come with a hefty, six- or seven-figure price tag. Client health monitoring: Fallon ensures consistent client engagement by constantly monitoring client activity and satisfaction levels, and providing real-time insights and alerts to account managers.

Clients

Salesforce

MAY 12, 2025

It used customer usage data to automatically serve up tailored recommendations for additional products and services, and its account managers leveraged the same data to create customized growth plans for their customers. Manage Churn Proactively managing customer churn is key to maintaining and improving your Net Retention Rate.

Cross-sell

Hubspot

MAY 5, 2025

says Stephen Findley , enterprise account management at Qwilr , an interactive proposal creation platform. For example: If they jump to pricing too early : Before we discuss cost, lets make sure this solution fits your needs. Next time youre on a call, close your eyes for a few seconds while they speak.

Objectives and Key Results

Salesforce

APRIL 17, 2025

Economic uncertainties like shifting trade policy, supply chain disruptions, and workforce retention are reshaping consumer behavior, with 85% of shoppers now trading down for lower-priced goods. It can coach them on the right value proposition, pricing, and promotions for the new items, so every rep is a pro seller. Back to top.)

Objectives and Key Results

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

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. Text is a Versatile For Account Management.

Account management

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

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Account Matrixes.

Account management

Engage Selling

JUNE 17, 2022

Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.

Price

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? “Unless your product has a huge TAM to cast your net in, no-touch onboarding, and an obvious first “wow” moment you’re trying to reach, free trials and/or freemium pricing does not work well.” Jason, ed. : Jason, ed. :

Price

Veloxy

JUNE 15, 2023

Essential skills for success include strong customer relations, business development, account management & problem solving abilities. Key skills for success include excellent customer relations, proficiency in new business development, adeptness in account management, technical sales knowledge, and problem-solving capabilities.

Outside Sales

SaaStr

MAY 29, 2019

We’ve talked quite a bit about the pros and many cons of raising prices on existing customers on SaaStr. Our general view, and experience, is that until you are fairly mature, raising prices on existing customer isn’t worth it. Raising prices on a small group of customers today won’t move the long-term needle.

Price

Veloxy

OCTOBER 24, 2022

Here are a list of companies with Mindtickle in their tech stack: Unisys Infoblox Juniper Networks Data Axle mongoDB You can find favorable testimonials from people in sales enablement, sales ops, and sales management on their website or on G2. PandaDoc has four pricing levels. Luckily for account managers there is Scratchpad.

Quota

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management

PandaDoc

FEBRUARY 8, 2024

If your company wants to increase sales and nurture existing customers, account management software could be the perfect tool to propel you to success. This guide will discuss what account management software can offer you, the main benefits and features to look for, and our assessment of the best solutions on the market.

Account management

Sales Pop!

SEPTEMBER 9, 2023

For example, when you purchase a car, you evaluate it, test drive it, and compare features and prices. It requires lead management , opportunity management , account management, key account management , project management and other sales-related functions. What does sales require?

CRM

Sales Gravy

APRIL 22, 2022

NEW BOOK: Jeb Blount's new book, Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases.

Sell

Sales Pop!

NOVEMBER 18, 2021

Sales Enablement Tool and key account management ( KAM). These are now united under the single revenue engine of project management. All price plans are custom and calculated depending on the number of your teammate Seats (e.g. Manage and alter rewards. Managed service for all plans. Detailed analytics.

Lead generation

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