Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Prove it to me Sign up for free 1. Sales teams can manage their entire workflow from a single interface. Lets dive in. See our case study here.

Product

Understanding the Sales Force

NOVEMBER 15, 2024

Jack’s eyes lit up. As I pivot to selling, please watch this two-minute video before continuing the article. While some growth can be expected to come from effective account management, the kind of growth desired by most companies comes from consistently finding and closing new accounts. He was all in!

Prospecting

Salesforce

OCTOBER 22, 2024

A lead’s criteria may not neatly line up with what you consider the product’s main selling point. And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. Sign up now Thanks, you’re subscribed!

E-commerce

Martech

JANUARY 14, 2025

Penetration marketing Marketing teams can use their skills in data analysis to help account managers find valuable insights that lead to better upselling and cross-selling opportunities. This can also surface helpful reasons for the sales or account management teams to call the customer. . Processing.

B2B

Salesforce

NOVEMBER 15, 2024

An SDR who has career conversations with their manager is aware of the timelines, skills, and next steps required to advance in their careers. Sign up now Thanks, you’re subscribed! By embracing this approach, SDR managers can ensure their teams stay engaged, fulfilled, and on the path to success. Learn more

Tradeshows

SaaStr

FEBRUARY 7, 2025

Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience. They set up meetings with Fortune 500 CIOs. You gotta know the product cold.)

Technical Sales

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. And the data backs it up. This tactic isnt just effective its proven.

Price

Veloxy

JULY 23, 2025

You might simply want to switch up who is assigned to a location from time to time to see if they can achieve better results with a new set of eyes on the area. The General Waste of Non-Selling Tasks Common time-wasters that can start to cut into sales hours are the bane of any salesperson.

Product

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. For example, automation tools can prioritize and route tickets, summarize and log case resolutions for future reference, and even manage customer follow-ups without human input.

Service

Salesforce

JULY 3, 2025

Sales automation works like your personal assistant, handling the repetitive tasks that eat up your time. This type of automation logs customer interactions, updates records in real time, prioritizes leads based on their likelihood to convert, and sends follow-up emails at just the right moment.

Technique

Highspot

MARCH 6, 2025

Gartner found that 67% of sales reps say sales leadership is disconnected from day-to-day selling realities. Sales performance evaluations are a chance to connect with your sales team, set them up for success, and tackle challenges head-on. Start positively, such as Youve been strong on your follow-ups.

Objectives and Key Results

SaaStr

JUNE 29, 2025

” In Y Combinator’s 10-week program, Deel burned through 20% of their time selling a payments platform that nobody wanted. Built Account Management to Capture Hidden Revenue The Realization : “There’s a huge potential and there’s like a big part of the revenue that we’re leaving on the table.”

Cross-sell

SaaStr

MARCH 2, 2025

Rippling does use AI for account scoring and targeting, but maintains that human SDRs bring three irreplaceable elements: Personalization that AI often gets wrong Multi-channel saturation (especially phone) Creative hustle that differentiates in a crowded market Matt’s advice: “The more effort something takes, the higher the yield.

Growth

Sales Hacker

AUGUST 11, 2025

Watch: [link] 16:23 — Transitioning from transactional selling to deep, value-based discovery using MEDDPICC. Watch: [link] 47:08 — Rebuilding post-sales into separate customer success and account management functions. Watch: [link] 18:30 — Creating Vanta’s “CIA” Competitive Intelligence Agency to win back customers.

GTM

Martech

JUNE 9, 2025

This shift — from license delivery to operational integration — marks a fundamental evolution in how SaaS companies must think, sell and support. Up to 65.7% Here’s what it changes: Customer lifetime value (CLV) goes up: When the product becomes critical to operations, clients stay longer and grow usage. Email: See terms.

Strategic partnership

Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Sign up now Thanks, you’re subscribed! Fantastic that’s an essential first step.

Product

PandaDoc

JULY 23, 2025

Marketing and sales teams can move beyond generic messaging and deliver more personalized outreach while still taking advantage of marketing automation tools , automated follow-up systems, and other engagement solutions. If customer success is tracked internally, retention becomes a measurable, manageable goal.

CRM

SaaStr

JUNE 23, 2025

This makes sense in an increasingly complex B2B software landscape where technical selling has become crucial. The SDR role isn’t dead—it’s just growing up. Those that simply cut SDR teams without reimagining the function may find themselves struggling to fill their pipelines in an increasingly competitive market.

B2B

Heinz Marketing

AUGUST 5, 2025

Expansion isn’t a vague concept—it’s a set of measurable outcomes: increasing account value through upsells, cross-sells, feature adoption, or renewals with add-ons. A buyer who’s clicked through multiple knowledge base articles on a complementary product might be open to a cross-sell. Marketing can change that.

B2B

SaaStr

APRIL 13, 2025

As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to take a look back at one of your favorite SaaStr conversations with Parker Conrad at SaaStr. Parker came to London to share just what he’s learned building a $12B+ compound start-up. IT Cloud : Setting up employees in apps, device management, and IT systems.

Cross-sell

Salesforce

MAY 15, 2025

Imagine: the moment a customer hits a usage limit on a specific feature of your ISV app, a targeted upgrade offer is automatically presented within the application, a notification is sent to their account manager, and relevant documentation on the premium features is readily available driving potential upsell opportunities.

Original Equipment Manufacturer

Engage Selling

DECEMBER 8, 2022

 Team selling has numerous benefits. The post Show Up in Force to Win first appeared on Colleen Francis - The Sales Leader. One of those benefits, in particular, will impress clients and help differentiate yourself from the competition.

Up-sell

SaaStr

JUNE 19, 2025

The days of relationship-only selling are over in AI-adjacent markets. Separate Teams for Land vs. Expand : Snowflake completely separates new customer acquisition from account growth teams. In the age of AI, traditional relationship-based selling isn’t enough. You have to build relationships.”

Strategic partnership

Sales Hacker

JUNE 27, 2025

This compounding dynamic is showing up across early-stage SaaS: Teams deploying AI SDRs to handle 80% of outbound. Ops teams building autonomous data clean-up and reporting workflows. If you’re selling AI-powered software, lead with impact: show time savings, cost reduction, or revenue lift. Even the leaders (e.g.

GTM

SaaStr

NOVEMBER 6, 2024

Jason just wrote up on SaaStr.com how Genesys may be the first of a flood of PE-backed SaaS IPOs in 2025 as it had just filed for IPO. So I do think it’s going to end up pushing people towards IPOs.” But it’s been coming up every quarter since and its latest reading is up to 65.

Drivers/motivators

Sales Hacker

JUNE 3, 2025

You know, it was probably around 2000 when I saw the internet just absolutely blowing up. And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. So you ask, how does a guy from Boston get to.

GTM

Sales Hacker

FEBRUARY 18, 2025

So I always like to tee it up a little bit for the listeners. Founders who were selling and then hiring AEs after they closed, you know, anywhere from 50, 000 to 200, 000 in ARR. I’m excited to be here and talk about all things that go to market. Scott Barker: I’m pumped and, uh, you’re the perfect person to do that.

GTM

Salesforce

MAY 12, 2025

It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. If customers leave shortly after signing up, it may indicate issues with onboarding, product usability, or unmet expectations. Sign up now Thanks, you’re subscribed!

Cross-sell

Sales Hacker

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

GTM

Sales Hacker

DECEMBER 6, 2024

acquisition with both rolling up to one leader. As such, Customer Success organization often wind up operating as a remedial team that fixes problems that originate in other departments. This can incentivize your AE team to oversell, which then puts your CSMs in the position of re-selling poorly-sized deals.

GTM

Salesforce

APRIL 17, 2025

Learn more about: Understanding agentic AI Agents for sales Agents for key account management Agents for retail execution Agents for customer service Are you ready to build agents for your consumer goods brand? Next up: agentic AI , which understands and responds to inquiries without human intervention.

Objectives and Key Results

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

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

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

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. If your product requires advertising or salespeople to sell it, it’s not good enough. This is also true of account management. The salesperson, though, is the one who sells the product or service to the buyer. Building Trust.

Account management

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. With this tool, you can set up a quota to be monthly, quarterly, and yearly. Each star is worth 20 percent.

Account management