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.
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.
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Search Engine Land
FEBRUARY 9, 2023
An SEO executive needs to learn to present their ideas to the account manager. The account manager needs to get buy-in from client services. Top of funnel, mid-funnel, buyer's journey, product-led – the list of SEO tactics and terminology seems endless. Today, people are a bit pickier.
Sales Hacker
AUGUST 5, 2019
The Benefit of Starting Out in Account Management. About Managed By Q [03:30]. Starting Out in Sales in Account Management [25:49]. She spent over a decade building and managing customer and revenue generation teams for leading technology companies. Subscribe to the Sales Hacker Podcast. We’re on iTunes.
Partners in Excellence
AUGUST 10, 2020
Sometimes we try to create some justification for our higher price—“We have more features, functions, bells, and whistles… ” Implicit in this approach is the customer already knows the benefits of implementing the solution, so the most value is created by the lowest price. I won't pay more than $X!".
Hubspot
OCTOBER 16, 2017
That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Drive sales for specific product. Lower expenses.
Hubspot
APRIL 2, 2018
We’d already agreed on X price. If we can come down to X price, would you sign today?”. How's your experience with our product/service been so far?". You might be interested in our newest Feature X. ". We’d already agreed on X price. If we can come down to X price, would you sign today?”.
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