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

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

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

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

Sales Hacker

OCTOBER 11, 2024

This article by AlphaSense’s President examines the “build vs. buy” dilemma companies are facing in their AI integration strategy – and the factors prompting more and more organizations to buy solutions from a trusted partner rather than building them in-house from scratch.

GTM 116

GTM X-functional Pipeline Construction 116

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. Its one of the most strategic ways to drive incremental revenue, especially when youre selling solutions that directly improve efficiency, profitability, or scalability.

Price 52

Price Drivers/motivators Legal Strategize 52

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

Sales Pop!

SEPTEMBER 24, 2023

Reciprocity encourages the prospect to see the seller as a resource and perhaps even a trusted advisor. To answer this question, account managers need to know which category each opportunity belongs to. Those categories are “investment,” “strategic,” “time-bandit,” and “quicksand.” These are the most valuable prospects.

Prospecting 173

Prospecting Strategize Account management Represent 173

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 Hacker

JANUARY 24, 2025

Make revenue operations a strategic priority GTM ops and finance must work from a single model of truth. AI or Not is an AI detector trusted by 200k+ users that checks for AI generated content in images, audio, KYC identity documents and more. Onboarding is the highest-ROI investment you can make.

GTM 101

GTM Cross-sell Finance Price 101

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. You won’t get that by farming and nurturing your current business in the account, you have to prospect and hunt.

Territory 122

Territory Cross-sell Strategize Account management 122

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

SaaStr

JULY 18, 2024

The 3 Building Blocks The three building blocks that bridge the gap between sales and Field CTOs are: Product knowledge Balance Trust Building Block #1: Product Knowledge Field CTOs must work closely with sales from a customer perspective. The expand and extend motions are for the more strategic customers HashiCorp is wanting to grow.

Customers 120

Customers Trust Engineering Strategize 120

SaaStr

APRIL 1, 2022

However, when you withhold investment from specific teams, it might reveal a more serious problem with your trust in teams or your product. Mistake #3: Not Appreciating Go-to-Market as a Strategic Advantage. Every company’s right account structure will look different, but it requires serious thought early. Key Takeaways.

GTM 109

GTM Account management Growth Strategize 109

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 103

Territory Account management Cross-sell Retail 103

Sales Hacker

MAY 6, 2021

Upon their first 90 days, the best VPs of Sales will even bring over an army of sales reps, sales managers, and business development professionals who would follow them to the ends of the earth from previous experience as either peers or reports of this individual. And this is exactly why you hired them!

B2C 121

B2C Pipeline SQL Strategize 121

Gong.io

APRIL 14, 2021

It comes down to building trust and empathy. 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. . MJ McCarthy, VP of Account Management at Everbridge. But trust is really hard to build, and it’s really easy to lose. .

Sales 118

Sales Strategize Trust Up-sell 118

SaaStr

JULY 1, 2024

You may also want to hire strategic account managers if you’re going after these big whales. Some organizations have one strategic account manager who only handles one big account, managing that relationship and land and expand. Take care of your base.

Cross-sell 120

Cross-sell Price Account management Up-sell 120

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

Sales Hacker

OCTOBER 4, 2024

By building an audience early, he made his go-to-market efforts more efficient through education and fostered trust with potential customers. When employees actively contribute to the brand’s narrative over time, it fosters trust and credibility, influencing every stage of the funnel. It sparked intrigue and generated significant buzz.

GTM 110

GTM Launch Education Account management 110

SaaStr

JANUARY 30, 2023

To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. With the growth of account management, Deel grew the business from 50 million ARR in December 2021 to 100 million ARR by the first quarter of 2022.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Miller Heiman Group

OCTOBER 6, 2020

Social interaction with clients and prospects is more limited and direct face-to-face time to discuss business needs and strategize is and will be very limited for an extended period of time. Whichever scorecard you use, it should focus on these universal qualifying categories: Strategic opportunity quality scorecard.

Strategize 109

Strategize Quota Manufacturing Clients 109

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Regional Sales Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

Sales Hacker

JUNE 2, 2021

As a consultant for companies that are struggling to bring their different lines of business together on a shared path to success, I know sales enablement to be the perfect team to create and implement a strategic communications plan. Participants: marketing, product marketing, product management, sales, HR and sales enablement.

Sales 120

Sales Pipeline Cross-sell Sports 120

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. In capital equipment, software, or major services agreements, it may be possible to attain 100% wallet share, becoming major strategic vendors or partners to the customer.

Territory 108

Territory Cross-sell Negotiate Account management 108

Partners in Excellence

FEBRUARY 23, 2022

Sometimes, a “strategic partner” may engage us to work on something with them. For years, I’ve spoken and written about the principles of successful strategic partnerships. Can you work with Dave to make sure your solution fits with what we are trying to achieve?”

Strategic partnership 137

Strategic partnership Sales Commission Strategize 137

Sales Hacker

MARCH 5, 2019

Account Executive/Inside Sales. Account Manager/CSM. Account Manager/CSM. We are encouraged by our partnership and absolutely trust his product leadership. Gordon strategically organized and revitalized a mid-market sales organization to create a high producing sector of sales. Let’s celebrate that!

Sales 110

Sales Teamwork Inside sales Clients 110

Veloxy

FEBRUARY 22, 2023

Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales. It requires the ability to manage and motivate a team of sales representatives while also meeting sales targets and delivering results.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Hubspot

MAY 27, 2024

By doing so, they build trust and rapport, which are foundational to long-term business relationships. Curiosity Evan Freemon , Sales and Account Manager of iCONN Systems , says, "I‘ve noticed that successful salespeople tend to be genuinely curious and want to learn more.

Sell 88

Sell Sales Pitch Clients 88

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Referral Marketing.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Sales Hacker

NOVEMBER 26, 2019

Sales Consulting & Strategic Selling Programs. Ryan Staley – VP of Strategic Accounts, FlexTG. This means it can be difficult to know what to trust and where to start. Jamal Reimer – Strategic Account Manager, Oracle. The Modern Seller: Winning in the Sales New Economy. Who doesn’t?

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129

Salesforce

JUNE 24, 2022

Brands are doing more with less, and businesses are now looking to trusted partners for help building the best customer experiences. PwC believes firmly in cultivating client trust via forthright and accurate tax reporting and has revolutionized the way commerce brands communicate this information to customers. Best for ISV Innovation.

Retail 96

Retail B2C Manufacturing Technology 96

Partners in Excellence

AUGUST 18, 2016

Whether it was funds transfer, foreign exchange, retail/consumer products/POS, trust, corporate banking, factoring, investments. All of this starting to sound familiar with the Account Based Everything movement? After all, conceptually there is little difference between and account and a territory.

Territory 61

Territory Account management Strategize Retail 61

SaaStr

SEPTEMBER 13, 2020

Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. This episode is sponsored by Linode. This is when you’re actually building out your org.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Salesforce

NOVEMBER 29, 2023

Built-in trust. When customers already know and trust your partner, the partner’s credibility benefits you, too. Your partners will want to know what type of support you intend to provide, such as comprehensive training, access to sales and marketing tools, technical resources, a dedicated account manager, incentives, and rewards.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Search Engine Land

JUNE 14, 2023

For instance, make sure affiliate teams have a track record of establishing trusted partnerships with search teams ) before you make any commitments. Agencies who ask client account managers to handle the publishing outreach are common – but not ideal for the publishers. This ensures they can play nicely with other channels.

Contract 83

Contract Cross-sell Territory Niche 83

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. It fills the gaps between departments and builds trust with buyers.

Cross-sell 93

Cross-sell Technology Technology GTM 93