The 5% Institute

DECEMBER 2, 2019

What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? What Is Key Account Management? So what is key account management?

Account management 98

Account management Objectives and Key Results Cross-sell Strategize 98

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.

Account management 80

Account management CRM Pipeline Strategize 80

SalesPop

MARCH 12, 2021

We explored the vital importance of account management in our previous article on account management —the idea being that obtaining new accounts is far more costly than maintaining and expanding existing accounts. How do companies hang onto accounts? Comparison to a Familiar Product.

Account management 98

Account management X-functional Pipeline CRM 98

RAIN Group

MARCH 24, 2021

It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now. Congratulations!

Account management 140

Account management Launch Clients Closing 140

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. 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.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

SalesPop

MAY 7, 2021

One place where project management really comes into account management is bringing a broadly stated goal into realistic terms. They can use account planning and project management to figure out just how realistic that goal is. Numerous parts of project management will be part of this tool.

Account management 98

Account management Drivers/motivators CRM Pipeline 98

The 5% Institute

FEBRUARY 19, 2020

Learning, and then implementing account management best practices can have an excellent result and impact on your overall sales efforts, and relationships with your clients. In this guide, we’ll detail our top five account management best practices that have brought excellent results for our students – and hopefully for you too.

Account management 98

Account management Objectives and Key Results Clients Referrals 98

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 88

Account management Objectives and Key Results Cross-sell Non-Profits 88

Sales Hacker

DECEMBER 8, 2023

Likewise, the new products you launch do not determine your success. Today, we’re diving straight into the details with product marketing leaders. On the menu: less ‘obvious’ tactical tips on how these experts have aced the art of nailing a product launch – from pre-launch, to launch-day, to post-launch. Start early!

Launch 101

Launch Product GTM Technology 101

The 5% Institute

JULY 1, 2019

An Account Manager can be a tough job at the best of times – especially if you want to increase your sales. Below are three quick ways to increase your sales as an Account Manager. 3 Ways to Increase Your Sales As An Account Manager. 3 Ways to Increase Your Sales As An Account Manager.

Account management 52

Account management Sales Pitch CRM 52

Miller Heiman Group

FEBRUARY 13, 2019

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. Meanwhile, your leadership expects you to initiate a top-to-bottom review of your strategic account management plan.

Account management 69

Account management Strategize Manufacturing Closing 69

Sales Gravy

OCTOBER 23, 2022

On this episode of the Sales Gravy Podcast, I challenge you to consider how you can make more time through improvements in sales productivity and reinventing the way that you work. They were suddenly more productive. If you're an account manager, you make an impact by expanding and retaining your accounts.

Product 80

Product Territory Construction Pipeline 80

Partners in Excellence

OCTOBER 31, 2016

Incumbency creates a different set of problems with our accounts. The customer knows us, knows our products—warts and all. Yet we still are driven to expand the relationship. The familiarity with each other is, often, a challenge. A competitor is new and different.

Account management 85

Account management Government Strategize Customers 85

Sales Hacker

JULY 29, 2021

Talking to leads, engaging with prospects, cultivating deals – every aspect of sales productivity has a direct impact on a business’s bottom line and often on a sales professional’s compensation. Doing this is a far more sustainable way to improve productivity without causing burnout. What is sales productivity? Think about it.

Product 109

Product Objectives and Key Results Drivers/motivators Sales 109

Partners in Excellence

NOVEMBER 16, 2018

It’s basically around the concept of Productive Conflict. This is productive conflict. But productive conflict is a very tricky thing. The power of productive conflict is basically driven by motivation. Stated differently, productive conflict can be a very powerful “forcing function.”

Product 86

Product Drivers/motivators Quota Trust 86

Partners in Excellence

NOVEMBER 27, 2012

It could be a product line, a market segment, a solution offering. Sales specialists are very important in sales organizations and critical to account and territory managers. Yet too often, I see conflict between the sales specialist teams and account managers. They are accountable for a customer and territory.

Account management 90

Account management Territory Sales Growth 90

Understanding the Sales Force

APRIL 29, 2013

Jeb Blount, a leading expert on customer experience and account management, just published the new book, People Love You: The Real Secret to Delivering Legendary Customer Experiences. Account managers are usually responsible for holding these relationships together. G et your copy today! You''ll be glad you did.

Account management 74

Account management B2C B2B Clients 74

SaaStr

MARCH 8, 2023

How did the largest product-led growth enterprise company in the world find success? Not because they planned to start as a product-led company but because they couldn’t afford to. Not because they planned to start as a product-led company but because they couldn’t afford to. Directly through sales teams.

Product 87

Product GTM Commission Growth 87

Search Engine Land

MAY 7, 2024

Meta’s latest update will allow advertisers to automate parts of ad creation using brand products and guidelines to inspire the creations. Automating the ad-creation process frees up time for advertisers to work on other parts of account management tasks that can’t be automated. The big picture. Why we care. Key updates.

Launch 120

Launch Account management Campaign Up-sell 120

Openview

MAY 29, 2019

Often, you are faced with a choice between veering off your product development roadmap to drop everything in support of an enterprise customer’s demands or losing their account (which could hit your revenue churn number in a painful way). Account Management.

Product 93

Product Customers Sell Contract 93

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. Let’s create a framework for looking at strategic account opportunities.

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

Lead Fuze

DECEMBER 1, 2021

I have seen organizations that were successful in their product enterprise website, but I’ve also worked with ones who failed to make the transition. 1) Product Market Fit Assumptions – Is the problem you solve relevant in the Enterprise market? 2) Product Readiness – Do you have the essential Enterprise features?

Product 40

Product Account management Contract Price 40

SaaStr

MAY 19, 2020

Discover how you can harness the power of ML to streamline and accelerate your health product, in order to save time, and save lives. Challenge #1: How can I acquire data in order to train my health product’s machine learning model? You can also rethink the data you already have with your product.

Healthcare 116

Healthcare Product Hospitality Technology 116

Veloxy

JUNE 15, 2023

Essential skills for success include strong customer relations, business development, account management & problem solving abilities. The Role of Outside Sales Reps An outside sales representative’s primary responsibilities include generating leads, cultivating relationships, providing product information, and closing sales.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Hubspot

MARCH 25, 2020

There are few times more exciting in a company than during a product launch. Still, a question always arises when a new product launches: do enough people know about this product launch for it to be successful? Featured Resource: Product Marketing Email Templates [Download Now]. Internal Product Launch Email.

Launch 91

Launch Product Contact Follow-up 91

SaaStr

AUGUST 26, 2022

Who we’re hiring for at SaaStr: Director of Account Management to support our top sponsors. Own a $5m+ product line here and grow it. The post Who We’re Hiring for Team SaaStr: Director of Account Management, and Director of Email / Growth Marketing appeared first on SaaStr.

Account management 20

Account management Growth Strategize Campaign 20

Veloxy

JUNE 23, 2021

One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

FEBRUARY 28, 2021

You may need Account Managers and a dedicated Professional Services team and sophisticated Customer Success Managers. With Almost the Exact Same Core Product. You’ll probably need solution architects. You may have to fly there and go on-site. That’s the kiss of death. note: an updated SaaStr Classic post).

Product 116

Product Contract Price Sales 116

SaaStr

MAY 5, 2024

Dear SaaStr: what are your thoughts on incentivizing reps to handle repeat business vs focusing solely on new business with an account management team for repeats (when you are still under $10m)? Basically, automate it as much as possible. Don’t make the renewal an unnecessary source of friction.

Finance 75

Finance Repeat business Account management Sales 75

Openview

OCTOBER 25, 2018

A product-led company, ZipRecruiter initially started out leaning heavily on improvements in product design and engineering to increase their conversions. But at a certain point, the team was able to look past their product-led biases long enough to consider how a sales team might help their efforts.

E-commerce 95

E-commerce Product Launch Sales 95

Heinz Marketing

SEPTEMBER 1, 2023

Account Management Portals: These are everywhere now. To make an impact, a customer-focused account management portal not only provides access to order history, invoices, support tickets, but also incorporates relevant news and resources that help each customer get more out of your product/service.

Gaming 111

Gaming Negotiate Technique Account management 111

Hubspot

DECEMBER 27, 2019

That’s why we’ve compiled the following list of tips and tricks HubSpotters use to stay productive and focused in a noisy, busy, and sometimes, distracting workspace. Before diving into the examples from HubSpotters, let’s take a look at some all-encompassing and actionable techniques to improve your productivity.

Service 75

Service Product Technique Sales 75

Highspot

NOVEMBER 25, 2019

Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. Keep reading for our ultimate guide to boosting your sales team’s productivity. We’ll cover everything you need to know, including: What is sales productivity? Why should you measure sales productivity?

Product 52

Product High impact Quota CRM 52

Heinz Marketing

JUNE 22, 2023

Maybe it feels like the committee you have drafted doesn’t address all of the nuanced details of the kinds of accounts your SDRs interact with the most? What if your product or service addresses multiple verticals? Maybe it’s really a case-by-case situation? Who might be added, removed, or moved around depending on the industry?

Finance 107

Finance Strategize Account management Engineering 107

Martech

APRIL 25, 2024

Don’t let the potential end product decide what you need to do. How will the change affect the existing martech stack? “Hopefully, there’s not as big of a change immediately on the customer-support side because those folks are more tied to the product solution than to sales.” Product roadmap. Vendor lock-in.

Contract 91

Contract Legal Price Technology 91

Highspot

FEBRUARY 1, 2024

Our Mission Our mission statement has remained consistent throughout our history: deliver breakthrough products that transform the way millions of people work. Obsessed with our customers’ success We exist because of, and for you, our customers.

Customers 64

Customers GTM Account management Government 64

Partners in Excellence

APRIL 10, 2014

He said, “Dave, I understand inside sales very well–but they are much more suited for transactional business, standardized, commoditized products. It’s true, much of inside selling has been focused on transactional, commoditized products/services/and solutions. Inside sales would never work for us.”

Inside sales 96

Inside sales Product Sales Account management 96