Sales Hacker

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. But when done right, it can transform your sales organization into a high-performing revenue machine.

GTM 116

GTM X-functional Pipeline Construction 116

Martech

AUGUST 12, 2024

Knowing where contacts are in their customer journey lets you see whether they should be handed off to sales or further nurtured by Marketing — and how to communicate with them when you do. Optimizing marketing-to-sales handoff Is your marketing-to-sales handoff working correctly?

CRM 122

CRM Contact Account management Follow-up 122

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

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 116

Strategize Sales Pipeline Non-Profits 116

Sales Pop!

MARCH 30, 2025

As a result, the selling team absolutely must know and strategize for the buying team composition in every major pursuit. For example, would finance or accounting prefer compliance-oriented solutions while marketing would opt for more creative choices? In large accounts, the buying team multiplies the people problem.

Legal 137

Legal Finance Territory Up-sell 137

Salesforce

OCTOBER 6, 2021

Which account management skills should you be focused on right now? Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. Leadership skills.

Account management 97

Account management Objectives and Key Results Clients Drivers/motivators 97

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

Partners in Excellence

JUNE 21, 2012

Whether we call them strategic accounts, global accounts, key accounts, or corporate accounts, these Very Important Customers are revered in our companies—usually because they give us a lot of money. I think this is where a lot of strategic, key, global or whatever you call it, account programs go astray.

Strategize 102

Strategize Account management Price Customers 102

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

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management?

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

Iannarino

JUNE 21, 2021

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients. In 2011, I was asked to help a client’s strategic account management team improve their results. From Legacy to Modern Sales Approaches Parts 1-8: Part 1 | Approaches.

Strategize 188

Strategize Clients Sales B2B 188

The Advantexe Advisor

JULY 18, 2023

The last part of the series will discuss the importance of understanding the role of the commercial side (marketing, sales, service) of the business. While this blog post is essentially written for people on the commercial side (Key Account Management, Account Managers, Marketing, Sales Professionals, etc.),

Strategize 96

Strategize Sell Account management Trust 96

Partners in Excellence

OCTOBER 31, 2016

Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing our accounts is a huge opportunity. There’s huge amounts of data outlining the differences in sales time and cost between growing an existing relationship and acquiring net new logos. No related posts.

Account management 91

Account management Government Strategize Customers 91

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience.

Technical Sales 72

Technical Sales Inside sales Cross-sell Account management 72

Search Engine Land

AUGUST 22, 2024

Using just one campaign is also common for medium-sized accounts, particularly those with high-end products, high average order values (AOV) or in service-based industries like SaaS and insurance, where CPCs and CPAs are high. Account managers often segment for the sake of segmentation.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Search Engine Land

AUGUST 2, 2024

Instead, ensure that they understand the progress you are making, even if it’s not yet resulting in leads or sales into the business. This stability fosters trust and allows for more comprehensive, strategic planning. Dig deeper: Mastering SEO account management: The recipe for success

Clients 82

Clients Strategic planning Trust Presentation 82

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. The Revegy Customer Optimization Wheel outlines the common practices we have identified that make leading companies successful at securing bigger deals over shorter sales cycles with more predictability.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. Account management roles encompass a range of responsibilities that require a unique blend of skills and expertise.

Account management 52

Account management Negotiate Clients Strategize 52

SalesPop

JULY 9, 2021

For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Yet account management still requires planning, resources, time and energy.

Account management 52

Account management CRM Cross-sell Strategize 52

PandaDoc

APRIL 21, 2023

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. Let’s examine what strategic account management is and the best ways to approach it.

Account management 52

Account management Objectives and Key Results Strategize Cross-sell 52

Sales Pop!

SEPTEMBER 24, 2023

Engage the Law of Reciprocity Reciprocity in sales is the idea that when a person offers something of value, the other feels compelled to eventually offer something in return even if it’s just a conversation. The sales professional should refrain from offering insights that only connect to the value proposition of the solution.

Prospecting 173

Prospecting Strategize Account management Represent 173

Partners in Excellence

JULY 8, 2013

The role of the sales person is changing–we all know that. My posts, Sales Role Agility and Separating The Challenger Sales Person From Insight Deliv ery, stimulated many comments and conversations. Expecting the sales person to have personal credibility in each area is unrealistic.

Territory 116

Territory Account management Cross-sell Sales 116

Sales Hacker

JANUARY 24, 2025

Align the entire business around the customer lifecycle Too many companies focus on internal functions (marketing, sales, CS) instead of aligning everyone around the customers lifecycle. Leverage cross-functional insights Marketing, product, and sales must work in tandem. Product signals (e.g.

GTM 101

GTM Cross-sell Finance Price 101

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

B2C 121

B2C Pipeline SQL Strategize 121

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

PandaDoc

MAY 2, 2025

Bundle strategically to increase deal size and deliver more value Bundling is a high-ROI tactic that helps increase average deal size while enhancing the buyer experience. Hardware sales increased by 100,000 units and software sales by over a million units. Ready to level up your pricing game?

Price 52

Price Drivers/motivators Legal Strategize 52

Partners in Excellence

FEBRUARY 23, 2022

Channels “partners” have been a part of sales ever since sales have existed. We create contests and SPiFs to entice the partner sales people. They get a margin or commission for the sale or that product. Sometimes we have challenges in managing these relationships.

Strategic partnership 137

Strategic partnership Sales Commission Strategize 137

Hubspot

JUNE 6, 2019

Considering a career in sales but want something that pushes the limits of a traditional sales rep’s role? Enter, the sales analyst. It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. Sales Analyst.

Finance 99

Finance SQL Strategize Account management 99

Partners in Excellence

APRIL 18, 2014

When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility. Sales is a lot like this. ” It could be an account, collection of accounts, industry segment, or geographic territory. In many senses, we really are entrepreneurs.

Territory 121

Territory Account management Quota Strategize 121

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

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

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 119

Territory Cross-sell Strategize Account management 119

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! COST : Nada.

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129

Partners in Excellence

SEPTEMBER 29, 2013

The job of the sales leader is to maximize the performance of the organization. The sales leader has to make sure the organization is working as effectively and efficiently as possible, executing the corporate strategy with the customers. We have to have a Sales Management Operating System.

Sales 117

Sales Account management Represent Strategize 117

Heinz Marketing

SEPTEMBER 25, 2019

The VP of Sales is one of the most important roles within a B2B company. They’re at the top of the sales totem pole (unless there’s a CRO) and are therefore the internal face of the organization’s success. How can a VP of Sales ensure sales success in a way that reflects glowingly on him/herself and the company as a whole?

Strategize 100

Strategize Drivers/motivators B2B Sales 100