Partners in Excellence

AUGUST 25, 2014

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. Become a strategic partner. I believe it’s my God-given right to 100% share of the account! Build additional business… The list can go on.

Territory 116

Territory Cross-sell Account management Strategize 116

Sales Hacker

JUNE 27, 2025

Startup to watch Tennr just raised $101M Series C at $605M valuation to streamline one of healthcare’s biggest pain points: patient referrals. Listen on Apple , Spotify , YouTube , or wherever you get your podcasts by searching “The GTM Podcast.” Document Crunch has expanded its vision with a bold goal: zero construction disputes.

GTM 89

GTM Legal Trust B2C 89

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

Hubspot

JULY 3, 2018

From the client's perspective, frequent changes in account managers lead to unstable relationships. A sales territory is the regional, industry, or account type assigned to a specific salesperson or sales team. By identifying the value of each account, you can prioritize accordingly in your sales territory planning.

Territory 101

Territory Referrals Sales Quota 101

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. Find Strategic Referral Partners.

Territory 88

Territory Referrals Inside sales Sales 88

SaaStr

JANUARY 31, 2022

You need to have the people already in place when you’re looking to hire for senior account management. I actively diversify my network via meetups, introductions, and asking for referrals. Account-Based Planning. A joint strategy is essential for account-based marketing and planning. . Accountability to review.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Referral Marketing.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

SaaStr

OCTOBER 25, 2021

Account management it’s same work. A great VP of Sales gets really good at using discounting as a strategic asset at the very end of a deal, but doesn’t overdiscount when it doesn’t help to hit the ARR goal for the year. It’s generally much better to focus your energy on adding usage, seats, etc. Jason, ed. :

Price 126

Price Contract Referrals Contact 126

Sales Hacker

APRIL 11, 2019

Keep reading, and I’ll lay out the three distinct ways your salespeople are motivated, then list strategic ways you can motivate each “type.”. If you do end up with a successful altruistic sales rep, they’re probably in account management and not a true sales role. RELATED: 12 Expert Tips For Managing a Successful Sales Team.

Extrinsic 102

Extrinsic Drivers/motivators Intrinsic Commission 102

Sales Hacker

FEBRUARY 14, 2022

To achieve them, Ilett says: “We paired up SDRs and AEs and assigned accounts to them. That meant they could strategically penetrate accounts and that their success was entwined, improving accountability. Transitioning from SMB to enterprise is a big shift from a volume-based model to strategic account penetration.

Legal 105

Legal Cold Call Inside sales Contract 105

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. Find Strategic Referral Partners.

Territory 71

Territory Referrals Inside sales Sales 71

Veloxy

JULY 19, 2023

Striking a balance between new business development and account management is also essential, as it allows your sales force to focus on fresh business opportunities and maintain existing customer relationships. Designing sales territories for outbound efforts should start with strategically laying out the territories.

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

SaaStr

MARCH 7, 2021

Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. But it also meant no one really owned partners strategically. Others at account management. That’s when you want to lean in. More here.

Appointment 114

Appointment Engineering Start-ups Strategize 114

ConversionXL

OCTOBER 25, 2018

The fattest part of the market often demands more education, more handholding, more social proof through case studies & references, and a relationship with a salesperson or account manager to feel comfortable with the purchase. How many campaigns, how many creatives, how many partners, how many referrers? Conclusion.

CRM 132

CRM Campaign Lead generation B2B 132

ConversionXL

AUGUST 2, 2017

This creates a unique window of opportunity for strategic partnerships. Marj Koppelaar , Head of Strategic Partnerships at Mirakl : “I do a lot of research into the company to find out what they are trying to achieve. Tai Rattigan from Amplitude: Tai Rattigan: “You almost become their sales manager. Social factors.

Strategic partnership 84

Strategic partnership Objectives and Key Results Cross-sell Pitch 84

Partners in Excellence

JANUARY 31, 2018

Yes, with ABM, we can be even more targeted, “We know that XYZ is a strategic initiative in your organization, and top management has established this goal……” (Ironically, I never see ABM programs that say something to this effect, even though they could.

Sell 69

Sell Territory Cross-sell Strategize 69

Hubspot

AUGUST 18, 2017

But be strategic about it. Keeping in touch with your current clients and helping your customer service teams do the same can have a positive impact on both the customer lifetime and the potential for referrals -- so don't forget these internal distribution methods. 3) Influencer outreach. 7) Client drip campaigns. 8) Email signatures.

Objectives and Key Results 78

Objectives and Key Results Education Clients Follow-up 78

ConversionXL

AUGUST 2, 2017

This creates a unique window of opportunity for strategic partnerships. Marj Koppelaar , Head of Strategic Partnerships at Mirakl : “I do a lot of research into the company to find out what they are trying to achieve. Tai Rattigan from Amplitude: Tai Rattigan: “You almost become their sales manager. Social factors.

Strategic partnership 77

Strategic partnership Objectives and Key Results Cross-sell Pitch 77

Lead Fuze

MAY 26, 2023

Encouraging Client Referrals Through Incentives or Discounts You don’t need to break the bank. Create an attractive referral program offering incentives, like discounts on future projects, for clients who refer new business your way. But how do you get people talking about your creative agency?

Referrals 52

Referrals Pitch Niche Clients 52

Sales Hacker

NOVEMBER 14, 2019

The Foundation of an Account-Based Everything Program. Account-Based Everything is a strategic, go-to-market approach that orchestrates personal-marketing, sales, success efforts to drive engagement, and conversions at named accounts. You can even go one step further and ask for referrals to current customers and clients.

Technology 76

Technology Technology Cross-sell Referrals 76

Sales Hacker

DECEMBER 22, 2020

Where is the strategic plan through customer success or account management for revenue, expansion, upsell, cross sell, referral? When we look at assigning growth goals, the next thing I look at is how much are the existing clients worth. In the majority of the engagements we get to work on, they don’t know.

Cross-sell 98

Cross-sell Clients Growth Up-sell 98

Lead Fuze

MAY 27, 2023

From mastering the platform’s algorithms and features to identifying your unique selling points, networking with potential clients, pricing services effectively, hiring staff, managing finances, and tracking success through experimentation – all these factors play a vital role in building a successful business.

Finance 40

Finance Niche Objectives and Key Results Referrals 40

Lead Fuze

JUNE 28, 2023

Whether it’s referrals or cold calling, they know how to spot promising leads. To be a successful negotiator, one must possess the aptitude to craft advantageous deals with tactful communication and keen strategic acumen. Patience, communication skills, and a deep understanding of both parties’ interests are key.

Negotiate 52

Negotiate Territory Contract Technique 52

SalesHandy

JULY 12, 2022

It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. Quantitative data is derived from collecting information through Sales Development Representatives (SDRs), internal stakeholders, and account managers.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

JUNE 17, 2025

” Strategic Framework : AI excellence requires sustained investment—top AI-native companies allocate 56% of R&D to AI development vs just 28% for adopters. Strategic Framework: Your existing customers are your best growth channel. Strategic Framework : Resist the temptation to build “AI for everything.”

Growth 75

Growth Referrals Strategize B2B 75

Search Engine Land

NOVEMBER 13, 2023

Establishing a referral partnership and leveraging their growth for testimonials can turn this situation into a positive opportunity. The solutions to client churn Client churn can be tackled from multiple angles, involving refined account management processes and strategic use of data-driven marketing techniques.

Clients 90

Clients Objectives and Key Results Referrals Non-Profits 90

Sales Hacker

DECEMBER 20, 2018

Bestselling author, speaker and consultant Jeb Blount talks about high-performance selling, customer experience, strategic account management, team building and skills training. Get valuable insight on demand generation, account management and the sales process. Sales Funnel Radio. Producer/Host: Steve Larsen.

Cold Call 111

Cold Call Sales Up-sell B2B 111

Sales Hacker

SEPTEMBER 5, 2018

Key Account Management. 11) Cohen Brown Management Group, Inc. Its sales skills programs cover various areas such as: Account management. The Miller Heiman Group Academy offers the company’s top-notch signature courses: Strategic selling. Large account management process. Managing competition.

Negotiate 100

Negotiate Consult B2B Inside sales 100

Sales Hacker

OCTOBER 21, 2019

Strategic Selling and it’s companion book, Conceptual Selling. I have had a 15-year career where sales was always a key component, whether as a seller, an account manager, or as a leader of sales and post-sales revenue teams. Becoming the COO at Managed by Q after the WeWork acquisition. Speak at conferences.

Sales 97

Sales Up-sell Start-ups Cross-sell 97

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. Kyle Parrish: Yeah, that’s a great question. I think you come in with some perceptions, like in San Francisco at that time, it was 2013 when we moved, Dropbox was a household name.

Sales 105

Sales Price Quota Start-ups 105

SaaStr

OCTOBER 25, 2019

I think that keeping the pipeline full has a lot to do with what you’re doing externally in working with recruiters, what you’re doing internally in building out your recruiting team and you’re in that function, as well as building a really strong referral culture. Harry Stebbings: Can I dig in on the referral element?

E-commerce 64

E-commerce Start-ups Product Price 64

Martech

JANUARY 29, 2025

Impact operations , placing a strain on customer service due to high transaction volumes while providing little strategic feedback. Identifying each type requires a data-driven approach, strategic segmentation and analysis of behaviors, contributions, and engagement levels. How do they differ?

Customers 109

Customers Profit margin Price Promote 109

Sales Hacker

MARCH 11, 2025

Um, and you know, I think one of the hardest things to come back from is when social proof referrals, word of mouth starts turning sour, right? Referral is the dream pipeline source, right? Cassie Young: Referral deals closed at four X, the win rate of a BDR source deal, right? For your referrals. Do you know what I mean?

GTM 77

GTM Growth X-functional Referrals 77

Sales Hacker

APRIL 11, 2025

Prior to Carta, Jeff led SMB Sales at DocuSign, and started his career at Oracle, where he rose from Strategic Account Manager to VP of Sales over a decade. When you put real numbers down, the picture becomes much more interesting. One company was spending $10K/month on SEO until they asked customers where they came from.

GTM 85

GTM E-commerce Cross-sell Referrals 85

Sales Hacker

DECEMBER 10, 2024

And also, by the way, ask for referrals and ask them to be a reference and ask for testimonials and five star reviews and ask them to be a part of a case study and ask them to give product feedback on and on and on and on. You have to be the strategic advisor. Asking for referrals. And so I remember- Like a different archetype.

GTM 112

GTM Construction Up-sell Cross-sell 112