Veloxy

DECEMBER 21, 2021

I shared this insight with a friend of mine who’s a sales executive, and he sent me this 635 page Salesforce guide on automating business processes. Did you know these two specific tasks account for 166 annual hours and 146 annual hours respectively for most salespeople? That’s why I’m only going to share software solutions with you.

Tradeshows 348

Tradeshows Contract Sales Territory 348

Sales Hacker

DECEMBER 21, 2023

Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team. I partnered with Basia Sudol , who joined Stytch as its first Solutions Engineer and now leads the SE team at Stytch.

Engineering 98

Engineering Objectives and Key Results Drivers/motivators Teamwork 98

Salesforce

DECEMBER 6, 2023

Pre-built CRM solutions tailored for financial services 70% of executives cannot consistently offer personalized interactions. For example, a banker or service agent may have data on a client’s financial account, goals, life milestones, and account alerts. Get the report 2.

CRM 102

CRM Service Retail User Experience 102

Martech

JANUARY 13, 2023

First, GTM teams need to stop generating and chasing random leads, accounts and markets with little to no familiarity with your company or solutions. Work to win over prospects and accounts that have been active with your company and in your pipeline. They are accountable for: Identifying client needs.

GTM 128

GTM B2B Pipeline Strategize 128

Martech

JANUARY 26, 2024

ICP is more of a big-picture strategic direction or target market and high-potential accounts, while buyer persona is more of the people behind it and closing deals with specific individuals. Key decision-makers are founders, heads of sales or heads of marketing and C-level executives in the same fields.

B2B 114

B2B Customers Appointment Objectives and Key Results 114

Martech

FEBRUARY 19, 2024

That’s where marketing work management solutions step in. These solutions go beyond project management, simplifying and revolutionizing critical business processes for better outcomes and performance. What are marketing work management solutions? Dig deeper: What is marketing work management? Cool, right?

Tradeshows 117

Tradeshows B2B Meeting Follow-up 117

Heinz Marketing

MARCH 31, 2024

Companies continually seek innovative solutions to comprehend their target audience better, anticipate their needs, and create bespoke strategies to drive conversions. Koala is an innovative account-based intent tool transforming how businesses approach their marketing and sales efforts.

Growth 64

Growth CRM Strategize Consult 64

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges. Digital solutions, like digital sales rooms, emerged as a way to support customers.

Sell 103

Sell Cross-sell Finance B2C 103

Heinz Marketing

DECEMBER 1, 2023

Sometimes an acquisition occurs and there isn’t an appointed person to assist with cultural and accountability alignment. Then we put together a campaign test so we could observe how everyone worked together going through the new planning to execution process. Testing demonstrated otherwise.

Process 93

Process Government Consult Clients 93

Understanding the Sales Force

FEBRUARY 22, 2023

Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing.

Cold Call 162

Cold Call Appointment Consult Lead generation 162

Heinz Marketing

FEBRUARY 6, 2024

Maybe everyone seems aligned on changing a process from the start, but the actual execution and accountability to testing the change can become the real challenge. A principled approach to orchestration illustrates how the work gets done, starting with planning and going through execution to optimization.

Objectives and Key Results 89

Objectives and Key Results Campaign Strategize Start-ups 89

SaaStr

NOVEMBER 27, 2023

While it may sound simple, this is actually one of Salesforce’s most requested sessions in their executive briefing center since running accurate forecasts is so critical to business success, yet it’s not always easy to execute. An AE leads their accounts and is responsible for managing their relationships with the customer.

Territory 96

Territory Process Sports Pipeline 96

The 5% Institute

JUNE 12, 2023

What is an account executive; what do they do, and how they contribute to the success of a company? In this article, we will explore the role of an account executive, their responsibilities, skills required, and the impact they have on businesses. So, let’s dive in and uncover the world surrounding executives.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

Sales Hacker

AUGUST 7, 2020

People First Productivity Solutions. Executive Vice President & Group CEO – Verizon Business. Team Lead, North America – Global Marketing Solutions. Canadian Sales Leader, LinkedIn Learning Account Executives. Director, Sales Solutions, North America. Chief Executive Officer.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Partners in Excellence

APRIL 16, 2024

It involved interviews of senior sales executives. I had piloted the concept through interviews with dozens of executives, but we needed to see how students would be able to implement the program. Each was a senior sales executive responsible for $100s of millions to billions in revenue. Sales became exactly that.

Sell 113

Sell Pitch Account management Up-sell 113

Search Engine Land

AUGUST 9, 2023

Why we need more executive education and leadership in today’s companies I’ve worked as an SEO professional in-house and at several agencies. In agency life, account managers can easily become bottlenecks if they don’t align with the search marketing team’s goals. And with that goes the growth of that account for PPC or SEO.

Education 92

Education Gambling Account management Growth 92

Partners in Excellence

OCTOBER 25, 2023

We were talking about their account planning process. They showed me some current account plans. As a result, people did some, failed to do some, and in general lost their way in executing their account growth strategies. Most of the time, I sit in reviews, whether account, pipeline, deal, call, or other business reviews.

Follow-up 116

Follow-up Pitch Meeting Pipeline 116

Partners in Excellence

APRIL 5, 2024

The chosen careers were investment banking, accountancy or consultancy and I joined Andersen Consulting in 1989. It was my move to the software industry with Dun & Bradstreet Software in 1991 which first introduced me to carrying a quota – at that time for Services into new and installed base accounts.

Sell 115

Sell Territory Consult Contract 115

Force Management

JUNE 22, 2022

Companies that drive significant growth in their markets all have one thing in common — cross-functional alignment around buyer value and solution differentiation. These gaps and misunderstandings are not uncommon, especially as companies mature into their B,C, or even D-level rounds and new executives join the business.

Market share 108

Market share Growth Closing Conversion 108

Sales Hacker

NOVEMBER 17, 2023

A solution for speed is to obtain the insight from making mistakes…without actually having to go through the timely process of these missteps. In reality, success hinges on providing robust pipeline support to Account Executives (AEs). Solutions Architect / Customer Success Manager at Closefactor – more details here.

GTM 105

GTM Pipeline Strategize Strategic planning 105

Partners in Excellence

MARCH 4, 2024

When I started with a consulting company out of college and told them I wanted to sell, the VP in charge of the office suggested it might be helpful If I learned what they did, so I might actually be able to talk about it with an executive. Fine idea. I loved it and have been involved in direct sales ever since.

Sell 73

Sell Construction Consult Negotiate 73

The Lost Book of Sales

JANUARY 31, 2024

Not only does the competition ever sleep, but your customer is only getting started with your solution, so the hard work is only about to begin. Sometimes, the more sophisticated users in your client’s account may already be exploring the more unusual or “techy” aspects of your product before getting down to serious work.

Sports 105

Sports Drivers/motivators Clients Contract 105

Martech

MARCH 5, 2024

Perhaps they were told “no,” or that a branded experience would take a while to develop, so they decided to proceed with a workable short-term solution, which in many cases seems reasonable. That’s why practitioners must remain alert and prepared to offer solutions when such scenarios arise. Martech is a team sport , after all.

Meeting 93

Meeting Represent Contract UX 93

Martech

MAY 2, 2023

Whether you’re applying lead-to-revenue, account-based marketing (ABM), product-, partner-, community-led growth strategies or a combination thereof, a practical yet overlooked step is getting the company talent and resources more involved. If we just generate enough of the right leads at the right accounts, we can make it work, right?

Finance 92

Finance Sports B2B Contract 92

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 Strategize Clients 52

SaaStr

APRIL 28, 2022

Hillary Carpio, the Director of ABM at Snowflake, shares her company’s account-based marketing (ABM) playbook and how it can dramatically scale business. . Snowflake’s account-based marketing aims to engage key decision-makers at the must-win accounts through strategic, cross-functional campaigns. Key Takeaways.

Cross-sell 98

Cross-sell Sell Lead generation Education 98

Sales Hacker

MAY 29, 2023

Key takeaway: Account executive Varenya Penna uses wins and learnings from her BDR-to-AE journey to create the 90-day SDR-to-AE guide she wishes she’d had. I’d just gotten a job at a company that deals with AI solutions, and I would have to relocate. Starting your journey from SDR to AE? my mom asked me.

Territory 84

Territory Objectives and Key Results CRM Pitch 84

Partners in Excellence

MARCH 12, 2024

Today, he is responsible for some of SAPs largest enterprise accounts. ” Why I’m so interested in Selling John Nardella When I was in business school, I never thought about selling; instead, I considered various roles such as finance, accounting, marketing, real estate, and economics.

Sell 73

Sell Real Estate Drivers/motivators Construction 73

Sales Pop!

FEBRUARY 20, 2024

He shared a conversation he had with a peer group of marketing agency owners, discussing the role of account managers and their level of ownership in client success. Karl suggested changing the title from account manager to account leader to emphasize the need for them to take ownership and lead their accounts to success.

Customers 64

Customers Account management Sales Clients 64

SaaStr

OCTOBER 3, 2022

Prioritize those accounts that can match high impact with a high ability to capture the potential market. Is the solution complex enough that it requires a specific target? Is the solution complex enough that it requires a specific target? Can they solve complex problems and reach solutions? Executing flawlessly.

GTM 86

GTM Strategize Government Inside sales 86

Salesforce

OCTOBER 9, 2023

I’ve had executives say to me, ‘I’m really proud of some of the work I’ve done, but I don’t know how to do disability inclusion. Start by seeking input from employees, then provide executive leadership support and allocate resources. Accountability is real,” said Casey. Will you help me?’” said Casey.

Education 134

Education Legal Start-ups Technique 134

Martech

SEPTEMBER 21, 2023

B2B marketing, usually kept at arm’s reach from customers, can now know them as well as account managers who have long-standing customer relationships. This can help you tailor your messaging to fit the company’s culture and present your solution in a way that will most likely resonate with decision-makers.

B2B 106

B2B Construction Drivers/motivators Campaign 106

Sales Hacker

FEBRUARY 23, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. At one point, Wisely had less than $11 in their bank account.

GTM 90

GTM Sell Finance Launch 90

SaaStr

MAY 15, 2024

Enterprise SaaS has a much higher average revenue per paying account, while consumer is around a $0.35 As founders and executives, how big does your denominator have to be if 1.7% Founders are busy, so if you don’t give them this information and experience quickly, they’ll find solutions elsewhere. average realized LTV.

Growth 105

Growth B2B UX B2C 105

Sales Hacker

OCTOBER 27, 2023

Examples of ways to execute this: Direct ways. Prospects and customers were able to directly discuss their challenges and solutions. Change the level of engagement Elevating the level of engagement to the executive team can play a crucial role in gaining deal movement. Indirect ways. Again, thoughtfulness matters.

Pipeline 91

Pipeline GTM Cross-sell Sports 91

SalesLoft

OCTOBER 13, 2023

Log “big wins” across every single account possible. One way to do so is with executive sponsorships: where an executive from your company meets with an executive at your customer’s company. Executive sponsor programs mitigate churn risk early and increase lifetime value of your customers.

Customers 52

Customers Growth Up-sell B2B 52

Partners in Excellence

MAY 9, 2023

But it’s one in this environment with a particularly available and actionable solution. But, apparently, with executives like the individual quoted, it’s easier to ignore these bad performers, taking no action until things like an economic downturn force them to do something. That’s obviously a problem.

Meeting 109

Meeting Process Sales 109