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. White Space.

Account management 98

Account management CRM Pipeline Territory 98

SaaStr

MAY 26, 2025

Here’s what this evolution looks like: Maintain Relationships : AIs will maintain relationships with early-stage prospects, nurturing them until they’re ready for human interaction. If it’s just a few questions, and the prospect has already tried the product, there will no longer be a need for a human. Not that many.

Inside sales 85

Inside sales Sales Commission Territory 85

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce 87

E-commerce Territory Pitch Sales 87

Partners in Excellence

AUGUST 30, 2022

As sellers, our job is to find or initiate new opportunities with customers in our territory. It may be with existing customers, helping them grow and expanding our relationship, it may be finding new “logos,” to expand our coverage in the territory. We prospect, qualify, and pursue opportunities within our territories.

Sell 129

Sell Territory Cross-sell Referrals 129

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. On the flip side, inside sales is handled remotely without face-to-face interaction with prospective buyers. 3: Account Managers. Inside Sales Team. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account.

Territory 122

Territory Cross-sell Strategize Account management 122

Salesforce

APRIL 2, 2025

” The prospect is now in a sales cycle without realizing it. Faster sales cycles : When prospects can tactically engage with your product or service, they understand its value and impact immediately. Data-driven insights: Usage data provides insights into how prospects and customers interact with the product or service.

Product 86

Product Territory Sales Price 86

Partners in Excellence

MARCH 18, 2015

These same experts say sales people must engage socially, whether through blogging, social engagement, or whatever mechanisms, developing and demonstrating their thought leadership to prospects, customers and markets. I’ve wondered why a sales person with a Small and Medium Business Territory in St. No related posts.

Territory 117

Territory Trust Account management Referrals 117

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

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 Executive (AE). Account Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

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. It may be calls by members of the team.

Territory 120

Territory Account management Cross-sell Sales 120

Partners in Excellence

OCTOBER 12, 2021

I’d go further, saying Sales person 1, even though he hit his number, significantly underperformed the potential in his territory. Yet there exists potential for product line B in his territory. Even if we have product specialists, account managers must develop strategies to introduce these specialists into their accounts.

Territory 140

Territory Quota Growth Account management 140

Sales Hacker

DECEMBER 9, 2022

Often, we’ll prioritize using account segmentation and scoring rules. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Consider new territory rules that reflect changes in the market (and your business).

Territory 116

Territory Quota Strategic planning Sales 116

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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

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. We know prospecting is critical for all sales people. Imagine a sales person looking at a different territory doing the same things. ”).

Territory 64

Territory Cross-sell Prospecting Account management 64

Partners in Excellence

MAY 30, 2017

Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. No Room For Farmers!

Territory 71

Territory Cross-sell Account management Prospecting 71

Sales Hacker

JUNE 3, 2025

And a good example of that is maybe we overinvested in account managers and we needed more sales people. And so one of the things that my boss had decided to do was pull gaming out of the regional structure. And created a fifth region for the company, which was gaming. So it was treated as the fifth region.

GTM 83

GTM Territory Gaming Sales 83

Partners in Excellence

JANUARY 28, 2014

An account or territory plan is not a deal! Account and territory planning, executing them helps us identify potential new deals. Prospecting is not a deal! It may be something we provide as a part of our process or when we are trying to win a deal. But a quote doesn’t produce revenue.

Territory 110

Territory Account management Pipeline Represent 110

Partners in Excellence

AUGUST 16, 2017

Most of what we do in territory development and management applies to what we do in ABE. The most fundamental aspect of ABE is that it provides a structured approach to prospecting. In our accounts, just as in our territories, mindset matters. Related Posts: What’s The Purpose Of Account Planning?

Prospecting 60

Prospecting Territory Drivers/motivators Strategize 60

Partners in Excellence

DECEMBER 1, 2020

Effective prospecting will vary. 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. Having said that, not all the responsibility lies with sales enablement.

Territory 93

Territory Account management Sales Up-sell 93

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. The sales role involves closing deals and meeting sales objectives through effective communication and understanding prospect and customer needs. However, the role of the SDR is often thankless.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. The account plan is really a sort of focused prospecting plan.

Territory 108

Territory Cross-sell Negotiate Account management 108

Partners in Excellence

JULY 1, 2014

Are you aggressively looking for new opportunities—within your accounts, within your territories? Do you set aside adequate prospecting time? Are you working collaboratively with them to help them put in place strong deal and territory strategies?

Territory 102

Territory Account management Pipeline Represent 102

Partners in Excellence

DECEMBER 9, 2018

If may be prospecting avoidance for any number of reasons–“That’s the SDRs job, I can’t get them to respond, I’ll focus on the people I’ve worked with before… ” At the same time, their pipeline’s are empty. They help us understand how many deals, how much prospecting, and so forth.

Territory 102

Territory Pipeline Commission Sales 102

Hubspot

JUNE 8, 2021

They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel. Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep. Account Manager.

Commission 94

Commission Territory Finance Inside sales 94

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. You need to have the people already in place when you’re looking to hire for senior account management.

Territory 98

Territory Cross-sell Quota Networking 98

SalesLoft

FEBRUARY 19, 2020

If you’re a front-line manager striving to increase motivation and productivity or an individual contributor (SDR/BDR, account executive, account manager, success manager) seeking efficient and innovative tactics to gain a competitive edge, this is the track for you. 3 Must-See Sessions.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. Many avoid prospecting. Managers often avoid coaching and development because it may involve difficult conversations with their people. As sales people, if we don’t prospect, our pipelines empty.

Territory 77

Territory Pipeline Strategic planning Account management 77

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. Sometimes all the selling was done over the phone. But the model was pretty simple.

Territory 70

Territory Account management Sales Manufacturing 70

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Related: The Definitive Guide to Sales Prospecting With Proven Outreach Methods. Let’s break down how that might look in a sales manager dashboard. New accounts.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

Sales Hacker

APRIL 11, 2019

Her close rate and average revenue per sale are high, but she doesn’t prospect enough. She admitted she didn’t enjoy prospecting and had a hard time sitting down to do it. To solve this problem, we removed prospecting from her role and gave it to someone who loves it. RELATED: 12 Expert Tips For Managing a Successful Sales Team.

Extrinsic 100

Extrinsic Drivers/motivators Intrinsic Commission 100

Partners in Excellence

SEPTEMBER 8, 2022

We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement. Today, I want to focus on Sales Management. We optimize the pieces parts, yet when taken together they under perform.

Territory 77

Territory Pipeline Account management Inside sales 77

Hubspot

APRIL 5, 2023

Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year. Regional sales managers oversee sales reps for a determined district and are focused on helping their team meet sales goals.

Cold Call 90

Cold Call Commission Inside sales Territory 90

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Create a search that will help you weekly.

Territory 88

Territory Referrals Inside sales Sales 88

Partners in Excellence

MARCH 16, 2022

At the most basic level, an account plan is a structured prospecting plan. They will look at a territory, whether a geographic area, an industry, or something else, developing prospecting plans to acquire new accounts within the territory. The account is just another view of a territory.

Territory 67

Territory Quota Healthcare Account management 67

Partners in Excellence

DECEMBER 28, 2019

It seems universal, we don’t have enough in our pipelines, we have to prospect. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. If my inbox is typical of most people’s 90% of the prospecting emails I get should never have been sent. We have to find more opportunities.

Prospecting 53

Prospecting Manufacturing Pipeline Territory 53