Understanding the Sales Force

AUGUST 3, 2022

I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday.

Account management 118

Account management Territory Gaming Up-sell 118

RAIN Group

DECEMBER 4, 2024

What Is Strategic Account Management? Strategic account management (SAM) is a systematic approach to managing and growing an organization's most important customers (often referred to as key accounts) to maximize mutual value and achieve mutually beneficial goals.

Account management 72

Account management Strategize Customers Sales 72

Martech

AUGUST 26, 2024

Marketers get involved in account penetration and expansion Traditionally, B2B marketers were expected to fill the top of the sales funnel with a steady stream of qualified leads, and sales functions like account management were charged with customer retention and expansion. This is a good thing.

B2B 132

B2B X-functional Cross-sell B2C 132

Membrain

JUNE 2, 2021

Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one.

Account management 126

Account management Customers Growth 126

Membrain

JANUARY 12, 2025

Meet Andrew Barbudo , a digital media sales expert and Author of "Top Sales Producer: How To Crush Your Sales Quota", who shares his intriguing journey from the trenches of budget management and report generation to becoming a top-performing sales producer.

Quota 126

Quota Account management Education Sales 126

Martech

NOVEMBER 1, 2024

Why traditional account management falls short The conventional customer success model, while valuable for retention, often lacks the sophisticated orchestration needed for strategic growth. Traditional account management typically focuses on reactive support and renewal management rather than proactive expansion opportunities.

Growth 133

Growth GTM B2B Strategize 133

Martech

AUGUST 12, 2024

Companies with no owner by target account : Identifies target accounts without assigned ownership, crucial for strategic account management. Companies with no associated contacts, by target account : Shows target accounts without linked contacts, which may indicate data entry gaps.

CRM 117

CRM Contact Account management Follow-up 117

Search Engine Land

SEPTEMBER 18, 2024

Instead of having to go through a form or ask your Google account manager, you will have more control over negative keyword exclusions and how your ads appear, ensuring better alignment with brand and audience preferences. In addition, Demand Gen campaigns are getting omnichannel bidding and increased flexibility. Why we care.

Campaign 109

Campaign Account management Launch Conversion 109

Iannarino

JANUARY 17, 2023

There are all a lot of titles for sales professionals, including account executive, account manager, sales representative, sales development rep, or business development rep.

Account management 284

Account management Represent Sales B2B 284

Martech

SEPTEMBER 11, 2024

Customer success (which comes in many flavors, from customer service to account management), is in charge of customer satisfaction and sometimes renewal. Product management is in charge of anticipating and meeting customer’s emerging needs. Many B2B buyers do research online before speaking, even with a trusted account manager.

Cross-sell 108

Cross-sell Customers UX A/B testing 108

SaaStr

MARCH 2, 2025

When Rippling reached about 15 products, Matt realized their sales reps couldn’t effectively absorb information about all products, especially when competing against specialized point solutions. As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective.

Growth 77

Growth Cold Call Cross-sell Account management 77

Iannarino

NOVEMBER 4, 2022

In a recent post on LinkedIn, I noted that accounting managers rarely ask people for advice on motivating their accounts payable people. Several readers responded that accounts payable clerks need not deal with the rejection encountered by salespeople.

Account management 264

Account management Drivers/motivators Sales 264

Membrain

MARCH 16, 2025

Drawing from experience in medical devices, professional services, and financial services, he provides actionable strategies on sales enablement, coaching, and account management that sales leaders can apply immediately.

Growth 77

Growth Account management B2B Sales 77

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.

B2B 129

B2B Customers Objectives and Key Results Cross-sell 129

Sales Pop!

APRIL 10, 2022

With these specific forms, when an account manager reaches out to a reseller, for example, the account manager knows what kind of information they’ll need to obtain from that account. Likewise, when an account manager reaches out for a partner, they’ll have other types of information they’ll want.

Pipeline 222

Pipeline CRM Account management Contact 222

Search Engine Land

AUGUST 19, 2024

With the emergence of AI, the roles of operations, client services, writers, SEO execs, account managers, SEO directors and tech SEOs could be significantly transformed or even replaced by AI agents, potentially reshaping the entire SEO industry. Account management could be as easy as receiving a client’s email or chat message.

Account management 84

Account management Clients Gaming Drivers/motivators 84

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 227

CRM Pipeline Objectives and Key Results Account management 227

Iannarino

JULY 26, 2021

Much of the time, these people are worth retaining in a role that suits them better, often as account managers. But this approach won’t work for genuine problem employees: changing their role does nothing to improve the areas they need to change.

Clients 295

Clients Account management Contact Start-ups 295

Sales Pop!

JUNE 13, 2022

In reality, a company needs to implement an overall solution, not one for account management, then another for reporting, yet another for outbound calling, and yet another for something else. No, in addition to sales automation, Pipeliner addresses project management, key account management, activity management, and much more.

Pipeline 230

Pipeline CRM Angle Sales 230

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. You gotta know the product cold.) Similar to most structures of a technical sales team.

Technical Sales 71

Technical Sales Inside sales Cross-sell Account management 71

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 162

Customers Account management Sales Clients 162

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

Martech

AUGUST 12, 2024

Managers can use this tool to evaluate sales reps’ performance and identify areas for improvement, ensuring efficient prospecting and account management. It separates outbound from inbound interactions, making it easy to determine response levels.

CRM 117

CRM Pipeline Contact Conversion 117

STAR Results

MAY 31, 2021

Self-manager. Account management. Time & Territory Management. Have you determined what the top 3 competencies that a candidate must have? List of Skills, Behaviors, and Competencies. Energy Level. Communication. Achieve driven. Relationship Building. Sales administration. Business Acumen.

Sales 274

Sales Territory Relationship building Account management 274

Sales Pop!

SEPTEMBER 9, 2023

It requires lead management , opportunity management , account management, key account management , project management and other sales-related functions. We therefore created a highly efficient key account management function, which no one else has. What does sales require?

CRM 173

CRM Pipeline Account management Appointment 173

Partners in Excellence

JANUARY 24, 2025

” Customer service will have their 5, marketing theirs, rev op/enablement theirs, inside sales/BDRs theirs, field sales theirs, account managers theirs. This doesn’t mean everyone in the organization has the same “5 key metrics.” All of these roll up to the 5 key metrics the CRO cares about.

High impact 111

High impact Pipeline Inside sales Quota 111

Veloxy

JUNE 23, 2021

3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. What’s more, they also help implement the product and lend a hand to Account Managers when the client has technical needs. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

MAY 21, 2024

Business software companies have had “account managers” responsible for upsell since the earliest days. As customer success came into its own, it was often seen as distinct from account management, focused on customer retention and happiness and NPS and CSAT.

Quota 130

Quota Customers Account management Sales 130

Sales Pop!

MAY 20, 2023

Account Management I do understand that when you have a lot of customers, you may need to hand one over to someone in the care of support. But when a company has major accounts, the real salespeople take care of them through building and continuing relationships. Or, “Oh, this picture is old.” You either make it, or you don’t.

Appointment 241

Appointment Education Sales Contact 241

Veloxy

JUNE 15, 2023

Essential skills for success include strong customer relations, business development, account management & problem solving abilities. Key skills for success include excellent customer relations, proficiency in new business development, adeptness in account management, technical sales knowledge, and problem-solving capabilities.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

SaaStr

SEPTEMBER 27, 2024

Rippling couldn’t iterate fast enough, so they built a product account executive organization. The account management team who owns every customer post-sales. Should you go the CSM route, focusing solely on revenue retention, or go the account management direction where someone owns upsell and optimizes for revenue?

Growth 128

Growth Quota Account management Cold Call 128

Martech

FEBRUARY 24, 2025

If account managers primarily complete intake requests, their expertise is likely greater than that of multiple business partners. Intake is where account managers shine. Be mindful of questions better suited for someone else to answer. Also, do they have the expertise to respond accurately?

X-functional 66

X-functional Territory Account management Strategize 66

Search Engine Land

AUGUST 2, 2024

Dig deeper: Mastering SEO account management: The recipe for success You’ll keep these clients for years and they may refer others. If you work in-house, satisfied clients can also help you get promoted.

Clients 82

Clients Strategic planning Trust Presentation 82

Sales Hacker

OCTOBER 11, 2024

GTM industry events Upcoming go-to-market events you won’t want to miss: GTM Summit by Pavilion : October 14 – 16 (Austin, TX) GTMfund Dinner: October 30 (San Francisco) Subscribe now More Product : Upland Altify Revenue growth isn’t easy, but it can be simplified.

GTM 115

GTM X-functional Pipeline Construction 115

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. Scratchpad. It is what it sounds like. Sales Tech Stack Presence.

Quota 147

Quota Contract Account management Price 147

Membrain

APRIL 11, 2021

Every organization has deal management, pipeline, and account management processes. Every manager says they coach their people. Every organization I work with has a “Buyer focused selling process.” Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools.

Account management 136

Account management Pipeline Sell Process 136

Membrain

FEBRUARY 5, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Warwick Brown for a deep discussion about key account management.

Account management 133

Account management Sales 133