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 82

Strategize Objectives and Key Results Strategic partnership Cross-sell 82

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. The first level of value (Level One) is the value found in your product or service. The second level of value (Level Two) is the value of your service, support, and how easy it is to do business with you.

Strategize 174

Strategize Clients B2B Sales 174

APACSMA

DECEMBER 14, 2023

The need for perpetual evolution is evident from evolving technologies to shifting buyer behaviors. From technological shifts to changing buyer behaviors, this article explores strategies for not just surviving but excelling amid ongoing industry changes. Successful professionals swiftly adopt new technologies and strategies.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. How could integrated technology and better data analysis enhance customer experience and outcomes?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Sales Hacker

AUGUST 7, 2020

Sales Technology. Digital Sales and Development Manager. Orange Business Services. Managing Client Partner. Mellanox Technologies. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Rhythmic Technologies, Inc. Leadership. Sales Development.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Veloxy

FEBRUARY 22, 2023

Field sales representatives are responsible for building customer relationships, understanding needs, and persuading them to purchase, while managers oversee teams, implement sales strategies, and ensure sales targets are met. One of the most common is product training, which involves learning about the products or services being sold.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Search Engine Land

NOVEMBER 13, 2023

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. Solution 2: Set clear expectations with an SLA Implementing a Service Level Agreement (SLA) is crucial for setting proper service expectations.

Clients 98

Clients Objectives and Key Results Referrals Non-Profits 98

Search Engine Land

MARCH 6, 2024

So, how do we create winning ads when two layers of technology promote less human involvement? Dig deeper: How AI is changing the game for PPC account managers Let’s look at ways to leverage human knowledge and AI to create impactful ads this year. This approach becomes a tool for easier and more effective ad writing.

A/B testing 120

A/B testing Campaign Networking Engineering 120

Highspot

DECEMBER 21, 2021

21, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced the expansion of its leadership team with four industry leaders across engineering, product, account management, revenue strategy and sales. SEATTLE, Dec. billion annual revenue. All rights reserved.

Growth 52

Growth UX Strategize Account management 52

Gong.io

APRIL 14, 2021

And ensuring that the people that you’re doing business with understand that it’s not just about the product or service. SALES IS A SERVICE. . . Strategic. You really need to think strategically about who you’re reaching out to, at what point, what you’re saying to them, and why. . Problem Solving. Super Rewarding.

Sales 118

Sales Strategize Trust Up-sell 118

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

Partners in Excellence

MAY 3, 2022

Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. The end users, for the purposes of this discussion, let’s look at customer service, will see the problem in a different way. Finance will see the problem in a different way than IT and customer service.

Strategize 85

Strategize Territory Cross-sell Growth 85

Partners in Excellence

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. For example, if we sell a technology sales people can use, we want every sales person in the company using it. Hunters In Major Accounts?

Growth 68

Growth Cross-sell Strategize Account management 68

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. In 2019, B2B buyers ranked access to self-service tools as the most important factor in a positive customer experience, according to a survey by B2BecNews.

Objectives and Key Results 91

Objectives and Key Results B2B Sales Pipeline 91

Sales Hacker

JANUARY 27, 2024

In today’s market, where technological moats are declining, this becomes even more crucial, especially for early-stage companies fighting to carve out their niche. Product: These are your end-users who want to know how your product or service can help them achieve specific goals. Let us help you get from 0 – IPO.

GTM 90

GTM Niche CRM Account management 90

Search Engine Land

FEBRUARY 27, 2024

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. Many agencies won’t perform a free audit unless it’s for a larger account. For B2B or service focus: 21.

Retail 102

Retail Clients Contract Campaign 102

Salesforce

DECEMBER 19, 2022

Let me walk you through six steps you can take to drive and measure success on your IT investment – something my team at Salesforce, Business Value Services (BVS), helps companies with on a regular basis. What’s your vision for how this technology will shape the future of your business? Use our V2MOM framework. Start now.

Drivers/motivators 98

Drivers/motivators Government Technology Technology 98

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets. Ready to learn more?

Strategize 61

Strategize Technology Technology Account management 61

Salesforce

JULY 6, 2023

5 Post-Pandemic Sales Strategies’ by Cherilynn Castleman Recommended by Thomas Tyler, account director in the educational services industry What it’s about: This book by Executive Sales Coach Castleman is a guide to relationship selling , which rose as a key trend after the pandemic. What’s in the C.A.R.D.S.?

Quota 86

Quota Closing Education Sales 86

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. That’s why closing this gap between what you hope the customer feels and their actual view about your product/service is at the heart of retention.

Customers 74

Customers Contract Cross-sell Account management 74

Hubspot

AUGUST 24, 2023

Developed by a technology company specializing in AI solutions, Gyaan aims to empower sales professionals with real-time insights, competitive analysis, and data-driven recommendations. As technology advances, it's becoming harder to differentiate between human sales reps and their AI counterparts. Here's why.

Negotiate 58

Negotiate Objectives and Key Results Represent Trust 58

Sales Hacker

DECEMBER 18, 2019

Sales Technology has EXPLODED over the last few years. I’ve interacted with more than 250+ sales technology vendors over the past 2 years, and I’ve noticed 6 sales tech trends you should be aware of going into 2020. In a not-so-distant future, our sales technology tools will be able to tell our reps what their next best action is.

Technology 52

Technology Technology CRM Account management 52

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers.

Commission 77

Commission Territory Finance Inside sales 77

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

SBI

AUGUST 1, 2019

Revegy , a leading provider of account revenue optimization technology, and FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, announced today their collaboration through a new partnership alliance. Mark Kopcha, CEO for Revegy. ATLANTA, August 1, 2019 – ????Revegy

Account management 34

Account management Strategize CRM Strategic planning 34

SBI

JUNE 17, 2019

Seismic Named SIIA Business Technology Product CODiE Award Winner for Best Sales Enablement Platform. Seismic was recognized for its comprehensive sales enablement platform, including content management and content analytics, that ensure organizational success and sales execution intelligence. Doug Winter, CEO and co-founder, Seismic.

Technology 20

Technology Technology Product Strategize 20

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.”. technology, travel, marketing, enablement, award money, etc.) If you do end up with a successful altruistic sales rep, they’re probably in account management and not a true sales role.

Extrinsic 86

Extrinsic Drivers/motivators Intrinsic Commission 86

SBI

AUGUST 2, 2019

Revegy , a leading provider of account revenue optimization technology, announced today their collaboration through a new partnership alliance. This alliance allows the Atlanta-based technology companies to continue to expand market opportunities and increase the value delivered to their clients.

Account management 32

Account management Strategize CRM Strategic planning 32

SBI

APRIL 17, 2019

Revegy , a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. David brings a wealth of experience in managing and scaling software businesses. Account Planning. Buying Technology. Opportunity Management.

Strategize 31

Strategize Account management Territory Technology 31

Miller Heiman Group

DECEMBER 30, 2019

Over the course of this year, our blog took sales and services on a journey, with stories about practical challenges in growing prospects, advice for sales leaders anticipating a recession, conversations with major sales influencers like Neil Rackham and much more. 2020 starts tomorrow—and that’s got us feeling reflective.

Education 49

Education Strategize Consult Sales 49

Heinz Marketing

MARCH 6, 2019

Many companies today invest in more technology than they have the resources or maturity to justify. That said, as a company’s account based efforts mature, they often recognize opportunities to scale or improve process, and that can lead to incremental technology investment. These accounts don’t justify the same investment.

B2C 74

B2C Drivers/motivators B2B Account management 74

PandaDoc

MAY 30, 2019

In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. Offer strategic discounts. To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments.

Contract 75

Contract Negotiate Strategize Sales 75

Lead Fuze

DECEMBER 1, 2021

A company in the Financial Services or Banking industry. With the role of HR Manager. Engagio thinks of diversity as a strategic advantage. For example, if your new client just launched a product or service then this would be the best time. Tier 1 is a more personalized service with less templating.

Prospecting 52

Prospecting Follow-up Contact Territory 52

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success. RAIN Group.

Technique 92

Technique Negotiate Pitch Inside sales 92

InsightSquared

MARCH 8, 2021

Nehcole Felix – Customer Success Manager. I’ve helped many companies to build processes and drive value through various Account Management and Customer Success roles. Liz Brown – Services Architect. Rachel Senker – Senior Director of Client Services . I’ve been at InsightSquared for 9 years.

Non-Profits 62

Non-Profits Construction Finance Consult 62

Sales Hacker

OCTOBER 22, 2017

Technology Will Never Replace Sales Talent. Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. While technology delivers a positive impact, talent remains the primary and most valuable asset of any sales organization.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

SBI

SEPTEMBER 5, 2019

Bigtincan , the leader in mobile, AI-powered sales enablement automation, today announced the acquisition of AsdeqLabs , whose platform provides support for field-based employees and mobile service capabilities, helping to usher in the next evolution of service enablement and customer engagement for revenue accountability.

Strategize 27

Strategize B2C Territory Service 27