Search Engine Land

SEPTEMBER 12, 2023

AI is helping PPC managers focus more on strategic initiatives, such as campaign inputs and back-end management, rather than manual operations. Here’s a closer look at how AI will impact the daily activities of PPC account managers. Increased efficiency and effectiveness? This evolution is exciting!

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Account management Gaming A/B testing Campaign 132

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

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?

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Account management Strategize X-functional Objectives and Key Results 72

Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs.

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Account management Strategize Manufacturing Closing 69

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer.

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Account management CRM Pipeline Strategize 80

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

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Strategize Sales Pipeline Referrals 116

Pointclear

MARCH 8, 2011

Strategic account management and marketing automation: a marriage made in heaven or oil and water? Listen to the podcast for our spirited conversation on this topic and many others—all looking at ways to improve sales and marketing alignment and fix processes that aren’t delivering expected return.

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Account management Strategize CRM Technology 65

Martech

JULY 26, 2024

Strategic martech investments Outperformers benefit, but low performers need to address foundational issues first. Outperforming pharmaceutical companies use CRM as strategic martech investments. Processing. Martech high flyers Both outperformers and low performers benefit from increased maturity.

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Pharmaceutical CRM B2C Technology 119

Partners in Excellence

OCTOBER 31, 2016

However, building a culture and process around how we respond and manage those problems is critical. Helping define expectations and the problem management process at the very beginning of the relationship is critical to our shared success. Related Posts: What’s Wrong With Strategic Accounts?

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Account management Government Strategize Customers 94

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management?

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Account management Strategize Objectives and Key Results Cross-sell 52

The Advantexe Advisor

JULY 18, 2023

While this blog post is essentially written for people on the commercial side (Key Account Management, Account Managers, Marketing, Sales Professionals, etc.), The more you can support the sales process, the more indispensable you are to your company. in today’s newly evolved business environment everyone sells.

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Strategize Sell Account management Trust 96

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.

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Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Search Engine Land

AUGUST 5, 2024

It highlights the need for human input in developing and optimizing these systems, as well as the importance of understanding and guiding the system’s learning process: Trainer : Continuously refine machine learning systems, setting parameters and guiding their learning processes. Processing. Identifying new opportunities.

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Campaign Strategize Account management Meeting 86

SaaStr

MAY 26, 2025

By 2026, these same AI systems will have evolved to manage entire sections of the sales process autonomously. Strategic Guidance : AEs will become trusted advisors rather than information sources, as prospects will already have baseline knowledge from AI interactions. And that will require account management by humans.

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Inside sales Sales Commission Territory 94

Search Engine Land

AUGUST 22, 2024

Using just one campaign is also common for medium-sized accounts, particularly those with high-end products, high average order values (AOV) or in service-based industries like SaaS and insurance, where CPCs and CPAs are high. Account managers often segment for the sake of segmentation. Processing. See terms.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Sales Hacker

OCTOBER 11, 2024

P rocess: Is there a documented process for reps to follow? That’s where the 4 Ds come in: Define : Clearly define what good looks like (WIGL) for each behavior, skill, and process. Every week, the leadership team dedicates an hour to refining call scorecards, pipeline checklists, and deal inspection processes.

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GTM X-functional Pipeline Construction 112

Martech

JUNE 9, 2025

In this new environment, long-term success for SaaS vendors depends not just on product quality, but on how deeply their platforms are embedded into clients’ daily operations and strategic goals. Limited strategic alignment: When vendors aren’t involved in evolving needs, their products risk becoming misaligned and dispensable.

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Strategic partnership Strategize Government Cross-sell 69

Search Engine Land

AUGUST 2, 2024

Early days Explaining your process and keeping your clients informed regularly in the early days of working together is really important. This stability fosters trust and allows for more comprehensive, strategic planning. Processing. Regular, transparent communication helps clients feel informed and involved in the process.

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Clients Strategic planning Presentation Trust 82

Martech

FEBRUARY 24, 2025

Your intake form is critical to this process after all, garbage in, garbage out applies to operational data, too. With the right technology and systems, intake and data collection can become powerful strategic tools. For instance, you may not have a well-established prioritization process currently. if X, then Y).

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X-functional Territory Account management Strategize 76

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. Modern Approach: Strategic Value. That brings us, finally, to Level Four , the strategic level of value. But that wasn’t the strategic outcome the CMO needed. Do Good Work. Get the Free eBook!

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Strategize Clients Sales B2B 190

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

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Strategize Cross-sell Strategic partnership Clients 72

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.

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Account management Negotiate Clients Strategize 52

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it.

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Account management Objectives and Key Results Strategize Cross-sell 52

Search Engine Land

JUNE 26, 2023

Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. I have been through this process for five different enterprise companies, and I have to say that it’s never easy.

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Process Negotiate Contract Legal 101

Partners in Excellence

OCTOBER 27, 2013

To me, there’s really only one purpose, it’s to maximize our share of account. I approach the account planning process with one thought in mind, “It’s my God give right to 100% share of account!” ” The process of account planning, with this perspective, is very powerful.

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Account management Strategize Contract Contact 117

Salesforce

APRIL 7, 2025

She takes the monotonous process tasks out of the pipeline, freeing up the rest of the team to focus on high-value tasks. 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.

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Clients Account management Drivers/motivators Finance 84

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

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Territory Account management Cross-sell Sales 119

PandaDoc

MAY 2, 2025

Bundle strategically to increase deal size and deliver more value Bundling is a high-ROI tactic that helps increase average deal size while enhancing the buyer experience. Its one of the most strategic ways to drive incremental revenue, especially when youre selling solutions that directly improve efficiency, profitability, or scalability.

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Price Drivers/motivators Legal Contract 52

Salesforce

APRIL 17, 2025

Still, many brands are held back by manual processes, disconnected systems, and lack of insights. 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? Back to top.)

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Objectives and Key Results Negotiate Retail Promote 82

Sales Hacker

JANUARY 24, 2025

Clarify the difference between customer lifecycle and customer journey The lifecycle is the overall relationship between customer and company, while the journey is how they experience the product and purchase process. Make revenue operations a strategic priority GTM ops and finance must work from a single model of truth.

GTM 95

GTM Cross-sell Finance Price 95

Partners in Excellence

AUGUST 14, 2014

. “We don’t transfer these calls to managers, I have to send a note to a manager and someone will get back to you. ” They had designed a process that enabled them to manage the workflow and priorities in a way that made them most efficient. The problem was, it made me very inefficient.

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Customers Territory Strategize Inside sales 111

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. When used strategically, AI-powered upselling and cross-selling can transform your contact center into a sales powerhouse.

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Service Customers Cross-sell Contact 69

Partners in Excellence

MARCH 26, 2024

When these large, strategic deals closed, our team and the company celebrated the success. I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges. ” I decided to “package” up my experience in people, processes, and technology.

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Sell Cross-sell Finance B2C 137

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline.

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Engineering Objectives and Key Results Cross-sell Pipeline 114

Heinz Marketing

JUNE 22, 2023

They are usually executives or managers who have a broad understanding of the company’s goals and objectives. They base their decisions on factors such as market trends, financial performance, strategic growth, and customer needs. A Champion is the person who acts in the buying process but does not have the power to say yes.

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Finance Account management Strategize Engineering 111

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

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Territory Account management Retail Cross-sell 102

Sales Hacker

MAY 6, 2021

Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Demand generation, strategic alliances, marketing, sales, account management, customer success, and solution engineering will all roll up to the CRO to assign complete and unquestionable accountability over the revenue lifecycle.

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B2C SQL Pipeline Strategize 117