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. Automatizer.

Account management 98

Account management CRM Pipeline Territory 98

Martech

APRIL 11, 2025

Processing. However, AI can also help provide relief by eliminating busy work and automating routine processes. Multi-account management for multiple lines of business Marketing teams at the large end of the SMB category often deal with multiple lines of business or create regional teams.

Territory 99

Territory Government Account management Contact 99

Martech

FEBRUARY 24, 2025

Your intake form is critical to this process after all, garbage in, garbage out applies to operational data, too. Suppose you can isolate rejections by region: Is the issue coming from a specific area? For instance, you may not have a well-established prioritization process currently. Intake is where account managers shine.

X-functional 72

X-functional Territory Account management Strategize 72

Understanding the Sales Force

JANUARY 12, 2017

Companies that are using our scorecards are reporting significantly higher win rates, better use of resources, and much less time spent chasing deals and accounts that they simply can't win. Until now, I have talked only about sales process scorecards used to further qualify opportunities and predict the chances of winning the business.

Territory 69

Territory Account management Process Sales 69

Salesforce

OCTOBER 22, 2024

What you’ll learn : What is the MEDDIC sales process? Implementing the MEDDIC sales process Other sales methodologies to consider Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

E-commerce 87

E-commerce Territory Pitch Sales 87

Veloxy

JUNE 23, 2021

They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. Sure, it’s easy to blame the employees and point fingers at the hiring process. They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process.

Inside sales 232

Inside sales CRM Sales Pipeline 232

InsightSquared

MAY 15, 2019

Account Manager. This area draws the technically inclined where the role is to ensure that systems and processes are well connected, feeding the right information to each other and providing one-stop visibility into the operations of the commercial engine. Sales & Process Support. Order Processing.

Territory 110

Territory Sales Finance CRM 110

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.

Territory 120

Territory Account management Cross-sell Sales 120

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!

Territory 103

Territory Account management Cross-sell Retail 103

Salesforce

APRIL 2, 2025

This shifts the sales focus from persuasion to value demonstration, making the process more customer-centric. Optimize the customer journey for self-service: Streamline the onboarding process for your product or service by simplifying how customers can find solutions on their own.

Product 86

Product Territory Sales Price 86

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Account profiles.

Territory 120

Territory Quota Strategic planning Sales 120

PandaDoc

MAY 2, 2025

Poor document hygiene creates friction throughout the sales process. Use Workspaces to organize content by region, product, or sales team. That way, reps only see whats relevant to them, and you can manage updates without turning your library into a content jungle. But the impact goes deeper than just extra rounds of review.

Legal 52

Legal Territory Contract Price 52

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Sell 118

Sell Territory Sports Account management 118

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

JANUARY 28, 2014

But the conversation revealed some interesting confusion I’ve seen with too many sales people, managers, and people who work with sales people. “What’s the deal?” We execute our sales process to win deals. It may be something we provide as a part of our process or when we are trying to win a deal.

Territory 110

Territory Account management Pipeline Represent 110

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.

Customers 112

Customers Territory Strategize Inside sales 112

Partners in Excellence

DECEMBER 20, 2016

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve.

Territory 64

Territory Cross-sell Prospecting Account management 64

Salesforce

NOVEMBER 15, 2024

These numbers drive the sales capacity planning process, where teams work backward from revenue goals to ensure sufficient manpower for achieving future targets. When an SDR team lacks a clear and repeatable process for career advancement, predicting growth and budgeting for resources becomes challenging.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

NOVEMBER 1, 2013

Commenting on the post, Tamara Schenk reminded me the value of account planning–or any planning we do–is less in completing the plan itself but really all about the process. Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike.

Territory 120

Territory Pitch Account management Pipeline 120

Partners in Excellence

DECEMBER 1, 2020

It will vary based on where the customer is in their buying process. What maximizes the success of a Global Account Manager in hunting in her account will be different from that which is most effective for territory managers. Tools, systems, processes, training are not enough.

Territory 93

Territory Account management Sales Up-sell 93

Veloxy

AUGUST 17, 2022

Here are the most popular features of the tool: Capture email signatures and update contact records automatically Personalize all of your documents without any manual data entry Automate cross-selling and upselling processes that require documents. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

SEPTEMBER 26, 2012

As sales roles become increasingly complex, with differing roles in the organization–account managers, territory managers, product specialists, pre-sales specialist, business development executives, and so forth, a sales competence framework helps identify different skill and capability levels for each role. .

Territory 118

Territory Quota Sales Drivers/motivators 118

Partners in Excellence

SEPTEMBER 18, 2014

How much time to you spend analyzing your pipeline, looking at your customers, accounts, and territory, figuring out what it takes to make your number, what you should be doing next? So it’s a huge time saver. Here’s where CRM starts becoming a real time multiplier. But there’s so much more. No related posts.

CRM 117

CRM Territory Pipeline Account management 117

Partners in Excellence

JULY 1, 2014

Are you using your company’s sales process? Do you have strong deal strategies aligned with your customers’ buying processes? Are you aggressively looking for new opportunities—within your accounts, within your territories? Are you leveraging the sales process and helping your team leverage it?

Territory 102

Territory Account management Pipeline Represent 102

Understanding the Sales Force

SEPTEMBER 11, 2023

Whether that’s in a territory, over the phone or by Zoom or Teams is less important than not having to drive to an office. Remote Control – One of the big differentiators between clients who are getting plenty of applies versus those who aren’t is the opportunity to work remotely. If your On.

Territory 84

Territory Account management Sales Clients 84

Partners in Excellence

NOVEMBER 1, 2012

It seems I spend half my life in reviews–territory reviews, pipeline reviews, deal reviews. The first is to get a snapshot or status updated of the “state of the business,” whether it’s a deal, territory, pipeline, account–whatever. Then sales managers have to take the time to review them!

Territory 106

Territory Pipeline CRM Follow-up 106

Salesforce

NOVEMBER 16, 2023

Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. Grow smarter Involve the right people in a consistent process Keep the right people involved and accountable so everyone has ownership of forecasting accuracy. Picture this.

Process 59

Process Territory Objectives and Key Results Pipeline 59

Partners in Excellence

APRIL 25, 2016

Hire a bunch of people, give them territories with goals and turn them loose to sell. Sometimes the territory was geographically defined, sometimes it was industry/segment defined, sometimes it was defined by accounts. Fewer people were involved in the decision making process, they had few alternatives to consider.

Territory 70

Territory Account management Sales Manufacturing 70

Sales Hacker

MARCH 12, 2020

Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Examine what factors are causing open territories in the first place. Is the territory just not capable of achieving that quota? Is there a problem with the initial vetting process?

Territory 97

Territory Quota Referrals Commission 97

SaaStr

JANUARY 31, 2022

You need to have the people already in place when you’re looking to hire for senior account management. Develop a process that works for the team. Accountability to review. At Envoy, I target strategic account planning for expansion accounts. Territory Development. Measure, Balance, and Manage.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

JULY 25, 2022

New accounts. Accounts by region. With these metrics at the forefront, managers can quickly see how their reps are performing. They know exactly who needs coaching on what, and they can begin developing repeatable processes based on which behaviors drive sales. Building an account manager dashboard.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager.

Commission 94

Commission Territory Finance Inside sales 94

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. Sales process stages. Transactional objects capture transient customer interactions throughout the sales process. The Right Object for the Right Process.

Government 71

Government Process Objectives and Key Results Commission 71

InsightSquared

MAY 22, 2019

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. Mental agility and ability to process inputs is a must. Having the Right Processes. Big mistake.

Engineering 94

Engineering Territory Transportation Sales 94

Sales Hacker

OCTOBER 16, 2019

For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. When we succeeded, it was because of the process and close communication we built between sales and customer service. The Process. But I’m getting ahead of myself.

Service 63

Service Process Contract Sales 63

Salesforce

NOVEMBER 29, 2023

Distributors buy directly from the businesses, then market and sell to customers in their operating regions. Franchisees pay to use a brand’s identity, processes, and business model to sell that brand’s products or services. Franchisees. Perhaps you want to break into a new vertical or industry. What’s your value proposition?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Understanding the Sales Force

OCTOBER 25, 2023

If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate. Hold everyone accountable to change. This can work.

Territory 80

Territory Objectives and Key Results Account management Sales 80