PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. 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.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

SalesPop

APRIL 23, 2021

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. The post Account Management, Quotas and Forecasting appeared first on SalesPOP! Well, now they can.

Account management 98

Account management Quota Pipeline CRM 98

Understanding the Sales Force

AUGUST 3, 2022

If a rep is selling consumables and/or supplies of some kind, they'll continue calling on those customers who buy. But what if they aren't selling consumables? But then what? What if the purchases are much more infrequent, as in many months or even years apart?

Account management 118

Account management Territory Gaming Up-sell 118

SalesPop

MAY 7, 2021

One place where project management really comes into account management is bringing a broadly stated goal into realistic terms. They can use account planning and project management to figure out just how realistic that goal is. Numerous parts of project management will be part of this tool.

Account management 98

Account management Drivers/motivators CRM Pipeline 98

Hubspot

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

Account management 89

Account management Objectives and Key Results Cross-sell Non-Profits 89

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 103

Sell Cross-sell Finance B2C 103

Partners in Excellence

APRIL 16, 2024

Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. Now, another year has gone by and I am currently the Junior Account Manager for the UTD Sales program with plans to graduate early in the Spring of 2025. Her story demonstrates that, vividly! Marketing, sure. Not a chance.

Sell 113

Sell Pitch Account management Up-sell 113

Miller Heiman Group

APRIL 2, 2019

To succeed in today’s complex selling environment, you need to leverage your team, including customer success managers, sales engineers, field technicians and more. If you’re concerned about losing a strategic account or need to reevaluate how your sales process aligns with your customer’s path, let Miller Heiman Group guide you.

Account management 110

Account management Strategize Objectives and Key Results Contact 110

The 5% Institute

APRIL 2, 2020

In the world of business and sales, there are so many terms and definitions – so what is account management? And what are the benefits of account management? In this article, you’ll learn what is account management, as well as what are the benefits of having account management in place.

Account management 52

Account management Cross-sell Consult Clients 52

Engage Selling

DECEMBER 20, 2018

There’s a step that’s commonly missing in account management planning. Do you know what it is? Many strategies look like this: Plan -> Execute -> Measure However, I suggest moving forward, that they look more like this: Plan -> Execute … Read More »

Account management 90

Account management Up-sell Clients Closing 90

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

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. He started a few years before me and was managing some significant banking accounts for IBM. It’s a must read for any leader or seller who really wants to master working with the largest and most important accounts.

Sell 77

Sell Contract Retail Account management 77

Engage Selling

NOVEMBER 29, 2019

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More »

Account management 88

Account management Sales Customers Sell 88

The 5% Institute

JULY 1, 2019

An Account Manager can be a tough job at the best of times – especially if you want to increase your sales. Below are three quick ways to increase your sales as an Account Manager. 3 Ways to Increase Your Sales As An Account Manager. 3 Ways to Increase Your Sales As An Account Manager.

Account management 52

Account management Sales Pitch CRM 52

Engage Selling

AUGUST 10, 2018

????????????????????????????Many of you have read a lot of the work we’ve done on account management. But here’s what really critical about account management. These are the four steps of account management. The review is so important … Read More »

Account management 48

Account management Sales CRM Sell 48

The Advantexe Advisor

JULY 18, 2023

While this blog post is essentially written for people on the commercial side (Key Account Management, Account Managers, Marketing, Sales Professionals, etc.), in today’s newly evolved business environment everyone sells. The more you can support the sales process, the more indispensable you are to your company.

Strategize 64

Strategize Sell Account management Trust 64

Partners in Excellence

NOVEMBER 3, 2022

It seems that selling jobs, at all levels, are viewed as “temp” jobs. Perhaps things like, we move SDRs into AE roles, possibly an account manager role. For a few, possibly sales management. Managers, if they coach, coach for day to day, quarter to quarter performance. Do Your Sellers Have A Future?

Sell 113

Sell Growth Engineering Account management 113

Miller Heiman Group

FEBRUARY 13, 2019

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. Meanwhile, your leadership expects you to initiate a top-to-bottom review of your strategic account management plan.

Account management 69

Account management Strategize Manufacturing Closing 69

Sales Gravy

APRIL 22, 2022

On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine. On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine.

Sell 99

Sell Account management Pipeline Price 99

Partners in Excellence

OCTOBER 31, 2016

They are naturally reluctant to have us running out to the end users selling them more—-it adds to IT’s workload. A great example of the incumbency challenge is IT. For technology companies, in many cases our principal focus is with the CIO and the IT organization. Yet our competition doesn’t have the same constraints.

Account management 85

Account management Government Strategize Customers 85

Search Engine Land

MAY 7, 2024

Automating the ad-creation process frees up time for advertisers to work on other parts of account management tasks that can’t be automated. Text Generation: Meta’s AI will suggest ad headlines and body text tailored to an advertiser’s brand voice and key selling points from previous campaigns. Why we care.

Launch 121

Launch Account management Campaign Up-sell 121

RAIN Group

APRIL 10, 2024

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

Cross-sell 52

Cross-sell Clients Sell Represent 52

Partners in Excellence

NOVEMBER 27, 2012

Yet too often, I see conflict between the sales specialist teams and account managers. Poorly defined roles and responsibilities: Sales specialists are put in place and told to sell, but no engagement model has been defined. Territorialism: Account/territory managers are, by definition, territorial.

Account management 91

Account management Territory Sales Growth 91

Engage Selling

OCTOBER 5, 2018

???Recently, I have been working with a lot of professionals where selling isn’t their primary role. These may be account managers, recruiters, engineers, or project managers. They all have a mandate to do sales, but it’s not their primary job … Read More »

Sell 91

Sell Account management Sales Engineering 91

Partners in Excellence

MARCH 9, 2022

I cringe every time I get an email or social media invitation, “Dave, we’d like to partner with you… ” It’s always code for, “I want to sell you something!” Partnering, true partnering, is critical to success in buying/selling. Don't Confuse Buying And Selling! Outcome Based Buying.

Sell 73

Sell Strategic partnership Strategize High impact 73

Engage Selling

JUNE 8, 2018

??????????????????If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople. All salespeople should be required to have four or more active relationships inside … Read More »

Negotiate 55

Negotiate Account management Sales Clients 55

Partners in Excellence

AUGUST 23, 2022

We recognize this has little to do with what we sell, focusing more on helping the customer understand what they could achieve. We recognize none of this has anything to do with what we sell, it is all about the customer and the business problem. Selling is tough! And we do this obsessively and relentlessly.

Sell 68

Sell Pipeline Quota Up-sell 68

SaaStr

MAY 5, 2024

Dear SaaStr: what are your thoughts on incentivizing reps to handle repeat business vs focusing solely on new business with an account management team for repeats (when you are still under $10m)? if you put sales on it, they will sell less net new and spend more time on renewals. Otherwise, you sell less.

Finance 77

Finance Repeat business Account management Sales 77

Hubspot

MARCH 14, 2021

Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. Senior Channel Account Manager Kathleen Rush suggests that sales reps stay true to themselves through their social selling efforts.

Sell 98

Sell Manufacturing Trust Up-sell 98

Selling Power

JANUARY 22, 2020

Here’s why your passion for selling leads to superior results in sales and account management roles.

Sell 89

Sell Account management Sales 89

Openview

SEPTEMBER 17, 2018

A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical part of a sales team’s ability to not just retain clients but grow and accelerate account revenue. To do this, build detailed customer profiles for all company accounts.

Cross-sell 76

Cross-sell Sell Account management Sales 76

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? So those are the metrics we advise customers to measure.

Sell 58

Sell Cross-sell Account management CRM 58

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition. It’s important to hire sales reps who are capable of selling at an enterprise level.

Sell 52

Sell Account management Contract Price 52

Sales Pop!

FEBRUARY 20, 2024

Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced me to the concept of “Iceberg Selling,” A sales approach that goes beyond the surface-level understanding of customers.

Customers 64

Customers Account management Sales Clients 64

Sales Gravy

AUGUST 27, 2020

On this Sales Gravy podcast episode Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss why text messaging is not a substitute for talking with people. This is Part One in our series on 5 Minute Selling - how to get a massive amount of sales activity done, a few minutes at a time. Just Texting It In.

Sell 57

Sell Account management Technique Process 57

SalesforLife

MAY 15, 2019

Like millions of people in the MENA/GCC region, Arzoo has embraced social selling. If you have a sales team in the MENA/GCC region, Arzoo’s story talks about how social selling generated 70% of her sales pipeline. If your team sells into the MENA/GCC market, get ready to be empowered. Arzoo’s story. That number is astounding!

Pipeline 75

Pipeline Sell Territory Finance 75

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

Sell 92

Sell Objection handling Assembly Line Territory 92