Sales Hacker

JUNE 20, 2025

Beware the fractional trap Fractional roles can be appealing, but they’re not always strategic. For more, read How to Work with a VC Talent Team – a tactical guide to getting real value from these relationships. Some operators jump into fractional because it’s flexible. Others, because they can’t find a full-time role. You split your energy.

GTM 102

GTM Construction Referrals Networking 102

SaaStr

JUNE 19, 2025

ARR data cloud leader is adapting to AI disruption, the evolution of technical sales, and what it really takes to build strategic partnerships that scale. Expand : Snowflake completely separates new customer acquisition from account growth teams. Together with Snowflake’s CEO, Sridhar Ramaswamy, they joined us live on stage.

Strategic partnership 107

Strategic partnership Meeting SQL Technical Sales 107

Salesforce

MAY 12, 2025

Perhaps that’s why more are taking long-term strategic views a stance that resonates throughout their organizations. In fact, according to Salesforce’s State of Sales report, 80% of sales representatives say their leadership is prioritizing long-term customer relationships over short-term wins.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Sales Hacker

DECEMBER 6, 2024

The green bar represents net job arrivals, while the red bars represent net job departures. Unlike the rapid expansion in Sales or Product, Customer Success hiring is stable and strategic, rooted in the need to drive retention and expansion revenue. Its a balanced, selective growth trajectory.

GTM 107

GTM Customers Non-Profits Growth 107

Salesforce

APRIL 17, 2025

Learn more about: Understanding agentic AI Agents for sales Agents for key account management Agents for retail execution Agents for customer service Are you ready to build agents for your consumer goods brand? This frees up sales reps to build deeper relationships and focus on strategic account planning. Back to top.)

Objectives and Key Results 82

Objectives and Key Results Negotiate Retail Promote 82

Hubspot

MARCH 18, 2019

These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

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. Is our strategic account target market 100% covered?

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. 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.

Account management 69

Account management Strategize Manufacturing Closing 69

Sales Hacker

AUGUST 7, 2020

Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Manager, Sales Development. Senior Sales Development Representative. Senior Account Executive. Senior Sales Development Representative.

Territory 130

Territory Presentation Strategic partnership Inside sales 130

Sales Pop!

SEPTEMBER 24, 2023

To answer this question, account managers need to know which category each opportunity belongs to. Those categories are “investment,” “strategic,” “time-bandit,” and “quicksand.” Strategic” accounts are those that can benefit greatly from the solution while also representing meaningful economic value to the sales organization.

Prospecting 173

Prospecting Strategize Account management Represent 173

Salesforce

MAY 9, 2024

In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’?

Account management 52

Account management Finance Promote Cross-sell 52

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Partners in Excellence

OCTOBER 27, 2013

We may want to grow the relationship, moving from being an important vendor to a strategic partner. I’m often perplexed by the number of selling organizations declaring a “special relationship,” touting, “We’ve made you part of our Strategic, Super Dooper, Awesomely Terrific, Key Account Program!”

Account management 102

Account management Strategize Contract Contact 102

Partners in Excellence

AUGUST 30, 2022

For those current customers within our account, we want to grow our relationship, we want to cross/upsell them. But there are new “logos,” within that account; new work groups, different project teams, different divisions, different locations. These all represent new customers within the account.

Sell 118

Sell Territory Cross-sell Referrals 118

Partners in Excellence

JULY 8, 2013

Smaller organizations can leverage people in other functions–marketing, product management, engineering/development, or others. In many cases, we leverage strategic partners to help provide the breadth and depth of skills needed to drive customer success. Buyers Are Self Educating, So Should Sellers! Sales Professional 3.0

Territory 104

Territory Account management Cross-sell Sales 104

Salesforce

JULY 3, 2025

Phase 3: Semantic Interactions The ‘World Wide Web’ Phase Phase 3 represents a major shift from previous protocol development: for the first time, we’re designing communication standards for entities that can reason, plan, and adapt independently rather than simply execute programmed instructions.

Negotiate 131

Negotiate Government Objectives and Key Results Networking 131

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Or the goal could be attainment-focused based on customer percentage, such as selling into 30% of 100 key accounts. Then, the Account Manager from Success will be responsible for any large clients subsequently pushed over.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Sales Hacker

OCTOBER 4, 2024

Hosted their inaugural CMO Summit last September, with $106B of market cap represented in the room. Sustained success demands a strategic approach backed by powerful technology. Hosted a three-city roadshow tour in Scottsdale, NYC, and San Francisco. Hosted 20+ virtual events with thousands of attendees.

GTM 111

GTM Launch Education Account management 111

SaaStr

JANUARY 30, 2023

To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. With the growth of account management, Deel grew the business from 50 million ARR in December 2021 to 100 million ARR by the first quarter of 2022.

Cross-sell 109

Cross-sell Account management Clients Growth 109

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 Manager. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

NOVEMBER 1, 2013

I’ve been compensated to contribute to this program, but t he opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Territory 105

Territory Pitch Account management Pipeline 105

Martech

MARCH 1, 2024

At last, marketing professionals are slowly getting involved in customer management and customer experience, adding value to areas like customer success and account management. Thus, retention is gaining traction again as a strategic B2B marketing priority. First, find out what went wrong and try to fix the problem.

B2B 134

B2B Cross-sell Pharmaceutical Account management 134

SaaStr

JANUARY 31, 2022

You need to have the people already in place when you’re looking to hire for senior account management. Account-Based Planning. Once you’ve got a great team in place it’s time to think about how you can be strategic with those team members. A joint strategy is essential for account-based marketing and planning. .

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

JANUARY 27, 2024

Hottest GTM jobs of the week: Head of Growth at CloseFactor (Remote – US) Head of Customer Experience at Kick (Remote – US) Strategic Sales Engineer at Atlan (Remote – US) Business Development Representative at OfferFit (Remote) Account Manager at Crossbeam (Remote – US) See more top GTM jobs on the GTMfund Job Board.

GTM 121

GTM Niche CRM Account management 121

Partners in Excellence

SEPTEMBER 29, 2013

But when they recur, as they become systemic, as they move from the individual to a drain on the overall organization, then the problems are rooted in Leadership and Strategic challenges. It’s our job to deal with these on a day to day basis. We Are Who We Hire.

Sales 105

Sales Account management Represent Strategize 105

Sales Hacker

FEBRUARY 17, 2022

They’re researching business products and services online, purchasing via websites as much as they can, and foregoing interactions with sales representatives whenever possible. With mundane tasks off their plates, representatives can focus on the more important task at hand: selling. Sales force automation (SFA).

Objectives and Key Results 103

Objectives and Key Results Sales B2B Pipeline 103

Partners in Excellence

NOVEMBER 19, 2019

Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align resources and activities with the customers that represent the most potential and opportunity. We are approaching the end of the year, everyone is involved in “account planning.”

Account management 74

Account management Represent Prospecting Quota 74

Hubspot

MARCH 21, 2018

47% of all salespeople work in inside sales, with 53% representing outside sales. Outside sales represents 52.8%. To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team. New research has those answers. Out of the 5.7

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. If the broker or agent represents a number of different insurance providers, they are considered independent. The partner represents your brand to the end customer, but you don’t control their interactions with customers.

Manufacturing 111

Manufacturing Retail Territory Sales 111

SalesLoft

JULY 25, 2022

Think marketing to sales development representative (SDR), SDR to account executive (AE), AE to account manager (AM), or AM to customer success manager (CSM). . My team is focused on helping organizations build that strategic foundation so they can leverage tools like Salesloft to their fullest potential.

SQL 98

SQL Strategize Strategic planning Consult 98

Partners in Excellence

JUNE 30, 2022

Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies. The research shows it doesn’t, in fact we may be disadvantaged because we represent the status quo. Related Posts: What's The Purpose Of Account Planning? Hunters In Major Accounts?

Growth 71

Growth Cross-sell Strategize Account management 71

Sales Hacker

NOVEMBER 26, 2019

Sales Consulting & Strategic Selling Programs. Those relationships represent hours of hard work, hundreds of phone calls, thousands of emails, and countless conversations. Ryan Staley – VP of Strategic Accounts, FlexTG. Jamal Reimer – Strategic Account Manager, Oracle. Who doesn’t?

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Hubspot

MARCH 14, 2022

Project Management Across Teams. Your average sales org is typically composed of multiple teams — potentially including sales development, business development, account management, field sales, inside sales, and a host of other subsets of a sales department.

Account management 69

Account management Sales Inside sales Pitch 69

APACSMA

DECEMBER 14, 2023

Achieving Success Through Strategic Training Sales Training and Certifications play a pivotal role in empowering professionals to navigate the dynamic landscape of the sales profession. Instead of giving up after an initial failure to close a deal, consistent follow-ups and providing ongoing value can eventually lead to success.

Cross-sell 52

Cross-sell Inside sales Account management Sales 52

Hubspot

OCTOBER 16, 2019

Between blog writing, drafting ad copy, and setting up an email workflow, it's hard to make time for brand awareness and media management. According to the Public Relations Society of America (PRSA), "Public relations is a strategic communication process that builds mutually beneficial relationships between organizations and their publics."

Strategize 101

Strategize Price Pitch Contact 101

Search Engine Land

FEBRUARY 27, 2024

What percentage of the company’s revenue does paid media management represent? This question delves into the agency’s analytical capabilities and its proactive approach to optimizing client accounts. It also helps ensure they have a deep technical and strategic knowledge of finding opportunities.

Retail 94

Retail Clients Contract Campaign 94

Sales Hacker

JANUARY 18, 2019

You have finagled and negotiated pricing with vendors and fought upper management for more budget; however, you and your marketing team have not defined what success actually looks like. Create tangible goals for your business objectives. The Holy Grail Metric. Again, it’s 2019. A business card in a fishbowl doesn’t cut it.

Contact 103

Contact Sales Follow-up Clients 103