The 5% Institute

DECEMBER 2, 2019

What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? What Is Key Account Management? So what is key account management?

Account management 98

Account management Objectives and Key Results Cross-sell Strategize 98

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

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

The 5% Institute

FEBRUARY 19, 2020

Learning, and then implementing account management best practices can have an excellent result and impact on your overall sales efforts, and relationships with your clients. In this guide, we’ll detail our top five account management best practices that have brought excellent results for our students – and hopefully for you too.

Account management 98

Account management Objectives and Key Results Clients Referrals 98

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

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

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

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

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

Partners in Excellence

MARCH 15, 2019

It seems the world is migrating to an “As A Service” model. Also, there are more and more organizations offering selling as a service, basically outsourcing the sales execution function to organizations dedicated to selling. Selling practiced this way Is A Service! So sales represents a huge service internally.

Service 84

Service Sell Construction Manufacturing 84

Understanding the Sales Force

APRIL 29, 2013

Jeb Blount, a leading expert on customer experience and account management, just published the new book, People Love You: The Real Secret to Delivering Legendary Customer Experiences. Account managers are usually responsible for holding these relationships together. G et your copy today! You''ll be glad you did.

Account management 74

Account management B2C B2B Clients 74

Veloxy

JUNE 15, 2023

Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools. Essential skills for success include strong customer relations, business development, account management & problem solving abilities. You can learn more here.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Understanding the Sales Force

FEBRUARY 16, 2016

Prospects have expectations - for the meetings, salespeople, products, services, prices and terms that a company will offer up during your sales cycle. But in this case, there is an even better comparison to strategic account management and customer service.

Service 78

Service Customers Account management Sell 78

Heinz Marketing

SEPTEMBER 1, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing When it comes to effective customer-led growth (CLG) strategies, most efforts focus on customer service and support. Effective customer-led growth encompasses more than service and support. Account Management Portals: These are everywhere now.

Gaming 99

Gaming Negotiate Technique Account management 99

Martech

MARCH 1, 2024

They have also been trained in concepts like customer management, LTV and the financial value of loyalty. At last, marketing professionals are slowly getting involved in customer management and customer experience, adding value to areas like customer success and account management.

B2B 120

B2B Cross-sell Pharmaceutical Account management 120

Hubspot

DECEMBER 27, 2019

As a customer-facing representative — whether you work in sales, service, or support — you’re probably used to working in a busy, noisy office space. Perhaps you work in an office space with customer service and support reps working to assist customers over the phone or video chat throughout the day. “I

Service 76

Service Product Technique Sales 76

SaaStr

AUGUST 26, 2022

Who we’re hiring for at SaaStr: Director of Account Management to support our top sponsors. Ideally has some services or agency CS experience, not just SaaS. The post Who We’re Hiring for Team SaaStr: Director of Account Management, and Director of Email / Growth Marketing appeared first on SaaStr.

Account management 20

Account management Growth Strategize Campaign 20

Highspot

FEBRUARY 1, 2024

We’re grateful that our customers have perennially recognized our services as among the best of your technology partners. So, we’re specializing a number of our amazing existing Service Team Members to focus exclusively on implementations, working hand-in-hand with your Customer Success Managers and your Technical Account Managers.

Customers 64

Customers GTM Account management Government 64

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Find out what happens to service-level agreements (SLAs), pricing terms and licensing agreements. Customer support and service. Assume account rep and sales turnover is the first thing that’s going to happen,” said Hwang.

Contract 99

Contract Legal Price Technology 99

Heinz Marketing

JUNE 22, 2023

Maybe it feels like the committee you have drafted doesn’t address all of the nuanced details of the kinds of accounts your SDRs interact with the most? What if your product or service addresses multiple verticals? Maybe it’s really a case-by-case situation? or even maybe from a Validator!).

Finance 104

Finance Strategize Account management Engineering 104

Sales Hacker

OCTOBER 16, 2019

The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. Blueprint for a good sales-to-service handoff process. Internal Handoff.

Service 50

Service Process Contract Sales 50

Sales Hacker

FEBRUARY 8, 2019

The remote sales force and customer service team is officially here. The rise in remote work has created new challenges and opportunities for managers tasked with leading geographically dispersed teams. Sales and customer service teams are not immune to these larger trends. Benefits of Remote Sales and Customer Service Teams.

Service 64

Service Product Customers Territory 64

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 64

Strategize Sell Account management Trust 64

Search Engine Land

AUGUST 10, 2023

The minor update includes additional search term data, new recommendation types and account management assistance. Google Ads API version 14.1 is now available – two months after version 14 was released. Why we care.

Account management 93

Account management Campaign Clients Engineering 93

APACSMA

DECEMBER 14, 2023

Account Management Professional Certified Account Management Professional Be able to build relationships with key stakeholders, manage customer expectations, and upsell and cross-sell products and services. Be able to use social media to generate leads and build relationships with prospects.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Understanding the Sales Force

NOVEMBER 29, 2023

After I moved all of the legitimate and very illegitimate emails into trash, I identified 26 emails – all from yesterday – that were cold solicitations from BDRs, account managers, customer service reps, marketing reps, and even CEOs.

Meeting 77

Meeting Cold Call Appointment Referrals 77

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 89

Customers Account management Real Estate Contract 89

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. Their company was considering removing the team completely: over time, they had turned into something like “glorified customer service,” and it was their leadership’s belief that they were not making a contribution.

Strategize 173

Strategize Clients B2B Sales 173

Martech

AUGUST 25, 2023

A new account manager that we haven’t met before, asking for money. It seems that many, many organizations are deeply unhappy that SaaS vendors, including martech vendors, are failing to engage year-round (especially as they’re able to collect data on usage of their services). “No health check. No value add.

Contract 91

Contract Account management Represent Clients 91

Salesforce

SEPTEMBER 26, 2023

Buying signals are subtle communication cues from prospects that indicate an interest in a product or service. Your primary deal contact connects you with decision-makers Most B2B sales conversations happen with a “gatekeeper” — that initial contact who’s in charge of weeding out product or service options for a higher-up.

Contract 119

Contract Negotiate Follow-up Contact 119

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. Many times your customers maybe choosing your service because of some sort of pain that they had in the past.

Clients 57

Clients Service Customers Start-ups 57

Veloxy

JUNE 23, 2021

If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. 3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Pop!

AUGUST 6, 2022

If they are utilizing services they may not need, they will dispense with them. The difference between such systems and services and Pipeliner CRM is that a company cannot run without Pipeliner. The reason for our concentration on key account management is that without its existing customers, a company has no business.

CRM 98

CRM Pipeline Objectives and Key Results Account management 98

Search Engine Land

JANUARY 23, 2024

” “Even their positions in their email signatures never mention ‘sales’, but rather ‘solutions’ or ‘account management’, and so on.” But it has never been clearly communicated that the people making these calls are sales people.”

Commission 120

Commission Construction Represent Contact 120

Salesforce

NOVEMBER 29, 2023

Franchisees pay to use a brand’s identity, processes, and business model to sell that brand’s products or services. Resellers or value-added resellers (VARs) purchase existing products with the intention of reselling them, often adding features or services to enhance value. Resellers or VARs. Customer satisfaction.

Manufacturing 111

Manufacturing Retail Territory Sales 111

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. Planning Specifics.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98