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

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

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 102

Account management Process Education Price 102

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

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

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 100

Sell Cross-sell Finance B2C 100

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

Hubspot

MAY 27, 2024

7 "Under-the-Radar" Traits of Top-Selling Sales Reps 1. The Ability to Forge Emotional Connections with Prospects David Rubie-Todd , Co-Founder of Sticker It , says, "A top-selling sales representative‘s ability to pitch unconventionally is an often-overlooked trait.

Sell 65

Sell Pitch Sales Clients 65

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. Account Management. Enterprise customers generally require account management that goes beyond the typical customer success paradigm of an SMB SaaS product.

Product 93

Product Customers Sell Contract 93

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. Many individual sales professionals were selling more and earning more than ever before. They were suddenly more productive.

Product 78

Product Territory Construction Pipeline 78

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

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. They are naturally reluctant to have us running out to the end users selling them more—-it adds to IT’s workload. Yet we still are driven to expand the relationship.

Account management 85

Account management Government Strategize Customers 85

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

Highspot

JUNE 30, 2020

The new features improve sales performance, empower digital selling and virtual enablement, and deliver an unmatched Salesforce experience. What’s perhaps most unique about this product release is the environment in which it has been delivered. Selling in Today’s Environment. COVID-19 has changed our lives.

Sell 98

Sell Pitch Technology Technology 98

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)? if you put sales on it, they will sell less net new and spend more time on renewals. Otherwise, you sell less.

Finance 76

Finance Repeat business Account management Sales 76

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. 3: Account Managers. Why Start with Inside Sales? .

Inside sales 232

Inside sales CRM Sales Pipeline 232

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 91

Account management Territory Sales Growth 91

Sales Hacker

SEPTEMBER 2, 2021

“But we’re product-led. Our product is self-serve. Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. What does it mean to be product-led?

Product 95

Product SQL Contract Sales 95

Veloxy

OCTOBER 24, 2022

This sales tool is used to quickly update and manage your Salesforce CRM. If you’re an account manager using Salesforce, you’re all too familiar with having too many active tabs in your browser. Luckily for account managers there is Scratchpad. This predictably helps add a multiplier effect to selling activity.

Quota 147

Quota Contract Account management Price 147

Partners in Excellence

MARCH 9, 2022

I cringe every time I get an email or social media invitation, “Dave, we’d like to partner with you… ” It’s always code for, “I want to sell you something!” Partnering, true partnering, is critical to success in buying/selling. Don't Confuse Buying And Selling! Outcome Based Buying.

Sell 73

Sell Strategic partnership Strategize High impact 73

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition. It’s important to hire sales reps who are capable of selling at an enterprise level.

Sell 52

Sell Account management Contract Price 52

Openview

SEPTEMBER 17, 2018

A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical part of a sales team’s ability to not just retain clients but grow and accelerate account revenue. To do this, build detailed customer profiles for all company accounts.

Cross-sell 76

Cross-sell Sell Account management Sales 76

Hubspot

MARCH 14, 2021

Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. I also have two Facebook accounts — one for the book we wrote Inbound Organization and another for my personal speaking engagements.

Sell 97

Sell Manufacturing Trust Up-sell 97

Partners in Excellence

AUGUST 23, 2022

We recognize this has little to do with what we sell, focusing more on helping the customer understand what they could achieve. We recognize none of this has anything to do with what we sell, it is all about the customer and the business problem. Selling is tough! And we do this obsessively and relentlessly.

Sell 68

Sell Pipeline Quota Up-sell 68

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. It†s important to hire sales reps who are capable of selling at an enterprise level. 2) Product Readiness – Do you have the essential Enterprise features?

Product 40

Product Account management Contract Price 40

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. They have also been trained in concepts like customer management, LTV and the financial value of loyalty. It didn’t even make the Sagefrog priority list in 2022.)

B2B 123

B2B Cross-sell Pharmaceutical Account management 123

Hubspot

JUNE 21, 2022

According to research firm Gartner , 75% of B2B sales organizations will augment their traditional sales methods with guided selling solutions by 2025 to better connect with customers and drive conversion. But what exactly is guided selling, and how does it benefit your business? How Does Guided Selling Work?

Sell 67

Sell E-commerce B2C B2B 67

SaaStr

FEBRUARY 28, 2021

And if you do, you’ll want to decide if you’re selling a Tool — or a Solution. You can’t sell, provision, implement, and support a solution the same way as a tool, even if it’s basically the same business process you are addressing. With Almost the Exact Same Core Product.

Product 116

Product Contract Price Sales 116

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

Sell 92

Sell Objection handling Assembly Line Territory 92

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In channel sales, companies (here we’ll call them vendors) sell through intermediaries. This business model is also called indirect selling, because the company doesn’t have a direct connection to the end customer.

Manufacturing 111

Manufacturing Retail Territory Sales 111

SalesforLife

MAY 15, 2019

Like millions of people in the MENA/GCC region, Arzoo has embraced social selling. If you have a sales team in the MENA/GCC region, Arzoo’s story talks about how social selling generated 70% of her sales pipeline. If your team sells into the MENA/GCC market, get ready to be empowered. Arzoo’s story. That number is astounding!

Pipeline 75

Pipeline Sell Territory Finance 75

A Sales Guy

JUNE 14, 2012

Account Executive, Account Representative, Account Manager are all monikers sales people beg to have in order to avoid having to have “sales” on their business card. Ask yourself how far that great idea marketing had would go if no one could sell it. We sell and there is no shame in that!

Sell 117

Sell Account management Represent Education 117

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Bonus Takeaway.

Product 58

Product Contract Cross-sell Account management 58

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell 93

Cross-sell GTM Technology Technology 93

APACSMA

DECEMBER 14, 2023

Learn how to sell effectively in a remote or virtual environment. Social Selling Specialist Certified Social Selling Specialist Program Be able to use social media to generate leads and build relationships with prospects. Be able to generate leads, build relationships, and close deals over the phone.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52