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. With so many different responsibilities, it’s important to know where to focus the majority of your time to ensure you stay effective, and don’t end up burning out with priorities all over the place.

Account management 52

Account management Sales Pitch CRM 52

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. Our sponsors in IT don’t want us going out and drumming up more work, challenges, and headaches for them. Yet our competition doesn’t have the same constraints.

Account management 85

Account management Government Strategize Customers 85

Veloxy

JUNE 23, 2021

They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. But after a while, they start feeling overwhelmed and begin falling behind on their sales motions. Why Start with Inside Sales? What Positions Make Up an Inside Sales Team? Why Start with Inside Sales? .

Inside sales 232

Inside sales CRM Sales Pipeline 232

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

Veloxy

OCTOBER 24, 2022

This sales tool is used to quickly update and manage your Salesforce CRM. If you’re an account manager using Salesforce, you’re all too familiar with having too many active tabs in your browser. Luckily for account managers there is Scratchpad. This predictably helps add a multiplier effect to selling activity.

Quota 147

Quota Contract Account management Price 147

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 90

Account management Territory Sales Growth 90

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 99

Sell Cross-sell Finance B2C 99

Partners in Excellence

APRIL 16, 2024

Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. It all started my freshman year. Waking up to a request for a meeting in his office felt surreal. 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.

Sell 108

Sell Pitch Account management Up-sell 108

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Visit Veloxy’s Salesforce AppExchange store to start your free trial today.

Appointment 147

Appointment Territory Cross-sell Contract 147

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In channel sales, companies (here we’ll call them vendors) sell through intermediaries. This business model is also called indirect selling, because the company doesn’t have a direct connection to the end customer.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Salesforce

SEPTEMBER 26, 2023

You can lean into prospect need or interest, speeding up the sales cycle by cutting out long negotiations, and close quickly. But how do you know if they are interested in what you’re selling? If so, you have a lead worth following up on. They are giving you a natural way to start a conversation.

Contract 119

Contract Negotiate Follow-up Contact 119

Veloxy

FEBRUARY 15, 2022

Today, field salespeople have had to pivot to a hybrid approach consisting of inside, remote, and virtual selling. Field sales is the selling strategy that prioritizes the creation and nurturing of in-person customer relationships. Sales managers typically assign field salespeople to specific territories, such as cities and states.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

SaaStr

MARCH 20, 2021

Larger, fast-growing start-ups often become excellent at it. Small start-ups are almost always terrible at it. Pick a price point you know how to sell a t. I’ve seen sales reps great at $20k deals join a start-up with tons of leads but at a $2k price point and fail. Account management?

Quota 135

Quota Niche Price Up-sell 135

Sales Hacker

DECEMBER 8, 2023

Start early! Joseph Goldberg (Director of Product Marketing at Vanta ) explains that one of the benefits of starting early is that it serves as a forcing function. Accordingly, the recruiting of beta customers and roadmap selling happen earlier, providing for customer quotes as part of the launch. Make sure your message lands.

Launch 101

Launch Product GTM Technology 101

APACSMA

DECEMBER 14, 2023

Instead of giving up after an initial failure to close a deal, consistent follow-ups and providing ongoing value can eventually lead to success. Learn how to sell effectively in a remote or virtual environment. Persistence in the Marathon: Sales is a marathon, not a sprint. Persistence is key.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Veloxy

DECEMBER 15, 2021

Follow up Reluctance. One of the biggest forms of reluctance is follow up. Data has shown that the more calls you place, the more likely the prospect will pick up the phone. Data has shown that the more calls you place, the more likely the prospect will pick up the phone. Maybe you were an account manager or an SDR.

Cold Call 227

Cold Call Prospecting Follow-up Quota 227

Hubspot

APRIL 27, 2023

You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales. Sales Development Representative As a newbie to SaaS sales, you should try to start with a sales development representative (SDR) role.

Account management 76

Account management Commission Contract Sales 76

Highspot

MAY 3, 2024

The buyer’s journey doesn’t just start and stop with sales. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Sales enablement efforts span onboarding, ongoing sales training , and access to a content management system.

Cross-sell 93

Cross-sell GTM Technology Technology 93

Partners in Excellence

SEPTEMBER 15, 2022

Too many leaders seem to have given up. ” They manage strategies around low tenure (11 months for sellers and leaders). Low engagement, the great resignation, quiet quitting are now business constants that leaders have to manage around. Too many have given up. How do we fix this? It’s not that difficult. .”

Represent 93

Represent Account management Up-sell Pipeline 93

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. Regardless of the role you want to build a dashboard for, you have to start with the same question: What is the desired result? . All of these metrics ladder up to the ultimate goal of bringing in qualified leads.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Hubspot

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. When you’re first starting out in sales, you may be overwhelmed by the different positions you could potentially apply for. Account managers work closely with customers to make sure they have a good experience and get the help they need.

Cold Call 82

Cold Call Commission Inside sales Territory 82

Salesforce

APRIL 18, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails. .

CRM 98

CRM Pitch Territory Presentation 98

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 83

Customers Account management Real Estate Contract 83

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. Where Do I Stand? Planning Specifics. Proactive Plan.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Search Engine Land

FEBRUARY 15, 2024

You’re ready to hire SEO help – where should you start? 10 questions to size up an SEO agency. 10 questions to size up an SEO agency. One of the first questions many businesses face as they ramp up their SEO efforts is: Should we hire in-house or outsource? You might, for example, start with an SEO audit.

Consult 118

Consult Clients Engineering Service 118

Sales Pop!

APRIL 11, 2024

It’s a goal we strive for in selling. Without it, of course, the chances of account expansion are highly unlikely. It’s a mistake that you’d like to think would be a rarity in the sophisticated B2B world of serving large enterprise accounts. The honesty needle points way up. Why don’t all selling organizations do this?

B2C 52

B2C Clients Contract Account management 52

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. Yet, how it can shape selling for your company can be revolutionary for you. ” sales meetings?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Pop!

MAY 20, 2023

The book was by Daniel Pink and was entitled To Sell Is Human: The Surprising Truth about Moving Others. In To Sell Is Human , the author quotes playwright Arthur Miller from his famous play Death of a Salesman. This was certainly true at the time To Sell Is Human was published in 2012. Pink cited the U.S.

Appointment 98

Appointment Education Sales Contact 98

Sales Pop!

AUGUST 6, 2022

When it comes to maintaining existing accounts, Pipeliner CRM is the only system with embedded key account management features, whereas others (such as Salesforce and Microsoft Dynamics) have account management functionality only as an add-on, or don’t include key account management. .

CRM 98

CRM Pipeline Objectives and Key Results Account management 98

Salesforce

JULY 6, 2023

We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell. Get started 1. How it made Richardson a better seller: “The Toltecs didn’t sell enterprise software, but these principles help me every day,” she said.

Quota 86

Quota Closing Education Sales 86

Partners in Excellence

SEPTEMBER 8, 2022

I’m continuing my series on the importance of understanding selling as a complex system. We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement.

Territory 73

Territory Pipeline Account management Inside sales 73

SaaStr

JANUARY 22, 2021

As you try to hire up for your SaaS company, you’re going to be faced with a lot of choices and trade-offs. By that I mean: If your deal size is say $5k per year, there’s a certain way you sell. Customers will expect more services, more account management, more configuration. A certain way you market.

Contract 104

Contract Engineering Account management Up-sell 104

Hubspot

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. You could also consider shadowing top-selling salespeople to learn about their techniques, or having them shadow you and offering feedback.

Objectives and Key Results 72

Objectives and Key Results Cold Call Technique Appointment 72

SaaStr

APRIL 16, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. David, I want to start with you to get some of your thoughts.

Start-ups 137

Start-ups Real Estate Product Networking 137

SaaStr

FEBRUARY 28, 2022

Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. Start off with a buddy system, if you can make that work. Do the opposite.

Quota 97

Quota Sales Contract Start-ups 97

Partners in Excellence

DECEMBER 1, 2020

Some of the sales people were eating up the programs–but they were the consistent top performers. What maximizes the success of a Global Account Manager in hunting in her account will be different from that which is most effective for territory managers. Who's Responsible For Sales Enablement?

Territory 88

Territory Account management Sales Process 88