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

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

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 52

Account management Strategize Customers Sales 52

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 280

Account management Represent Sales B2B 280

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 254

Account management Drivers/motivators Sales 254

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 287

Clients Account management Contact Start-ups 287

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

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

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 137

B2B X-functional Cross-sell B2C 137

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 126

Growth Quota Account management Cold Call 126

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 124

Quota Customers Account management Sales 124

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 137

Account management Pipeline Sell Process 137

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Sell 118

Sell Territory Sports Account management 118

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 132

Account management Sales 132

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 128

CRM Contact Account management Follow-up 128

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 118

Cross-sell Customers UX A/B testing 118

Partners in Excellence

AUGUST 19, 2024

We have tools to support our top of funnel processes, SDRs, BDRs, We have tools that help AEs, Account Managers, Corporate Account Managers, Sales Support, and on an on. We have endless tools to help marketing content, demand/lead gen, social.

GTM 138

GTM Account management Presentation CRM 138

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 138

Growth GTM B2B Strategize 138

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 118

Customers Account management Real Estate Contract 118

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

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. She had previously spent time as an account manager at businesses like Cision and Medallia.

B2B 115

B2B Account management Contract Technology 115

Martech

JUNE 12, 2024

Your sales and account management teams may already be using some of your prospecting content in relationship building. Many buyers, especially B2B, do research online before speaking, even with a trusted account manager. Some content created for prospecting can also be relevant and helpful for customers. Services 1.

Customers 125

Customers Cross-sell Education Account management 125

Search Engine Land

MAY 7, 2024

Automating the ad-creation process frees up time for advertisers to work on other parts of account management tasks that can’t be automated. Meta’s latest update will allow advertisers to automate parts of ad creation using brand products and guidelines to inspire the creations. Why we care. Key updates.

Launch 116

Launch Account management Campaign Up-sell 116

Martech

NOVEMBER 6, 2023

Instead of asking about the experience…[be specific and] ask how the interaction with our account manager was because the sales team might not know how the account manager has actually interpreted what was passed over from a sales perspective.”

Account management 132

Account management B2B Follow-up Meeting 132

Partners in Excellence

MAY 25, 2021

As an account manager, much of my time was spent in identifying new opportunities to engage specialists to work with my customer, growing our value and share of customer. Sales Specialists And The Account Manager, Why Is… Doing Less With More! first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Assembly Line 133

Assembly Line Account management Education Sell 133

Partners in Excellence

SEPTEMBER 15, 2022

We recognized not everyone wanted to go into management (actually, I learned few really wanted to be managers.). They wanted to grow their careers as individual contributors, perhaps progressing from SDR to BDR to AE to Account Manager to Global Account Manager to something else.

Represent 132

Represent Account management Up-sell Pipeline 132

Sales Gravy

APRIL 22, 2022

NEW BOOK: Jeb Blount's new book, Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases.

Sell 107

Sell Account management Pipeline Price 107

Veloxy

FEBRUARY 15, 2022

Outside salespeople will usually work from a home or virtual office space and typically serve both as a business development and account management role. These are not hammered in stone, so be sure to ask hiring managers for specific responsibilities and requirements.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Partners in Excellence

AUGUST 30, 2022

As a leader, reviewing account/territory plans, I’d basically ask my people, “what new customers are you focused on acquiring this year, what are you going to do to prospect and engage them?” ” The territory managers would identify new accounts in their territories.

Sell 129

Sell Territory Cross-sell Referrals 129

Martech

MARCH 8, 2024

The most common job title for men in SEO agencies is Managing Director. For women, it’s Account Manager. This is quite impressive, given that, as the report states, “SEO has traditionally been viewed as male-dominated.” Despite this, men hold more senior positions in those agencies. Women in U.K.

Account management 126

Account management Process 126

Veloxy

DECEMBER 15, 2021

Maybe you were an account manager or an SDR. Unlike Boromir, you want to approach calls like Frodo, with sincerity, kindness, and service. Rookie Mistakes. We’ve all been there. Your first cold calling job. Either way, you probably started off with a lot of hangups and “No!”

Cold Call 227

Cold Call Prospecting Follow-up Quota 227

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 98

Pipeline CRM Account management Contact 98

Heinz Marketing

SEPTEMBER 1, 2023

Account Management Portals: These are everywhere now. To make an impact, a customer-focused account management portal not only provides access to order history, invoices, support tickets, but also incorporates relevant news and resources that help each customer get more out of your product/service.

Gaming 101

Gaming Negotiate Technique Account management 101

Understanding the Sales Force

APRIL 20, 2022

In almost every case, it's because the salesperson manages more revenue than anyone else, but isn't the one who sold those accounts. A good account manager, but not a producer. The most common pushback occurs when someone they have inappropriately labeled as a top performer does not evaluate very well.

Account management 118

Account management Clients Sales 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.

Cross-sell 120

Cross-sell Price Account management Up-sell 120