Partners in Excellence

NOVEMBER 27, 2012

Sales specialists or overlay reps are critical in complex B2B sales. Sales specialists are very important in sales organizations and critical to account and territory managers. Yet too often, I see conflict between the sales specialist teams and account managers. They are accountable for a customer and territory.

Account management 103

Account management Territory Sales Growth 103

Membrain

MARCH 16, 2025

Join us as we explore the complexities of B2B sales with Des McCluskey , Managing Partner of Padeda and former Sales Director at Johnson & Johnson. Des shares practical insights on building effective sales playbooks, the critical role of first-line sales leaders, and navigating complex sales cycles.

Growth 77

Growth Account management B2B Sales 77

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. Luckily, B2B retention marketing differs significantly from consumer retention efforts that rely heavily on discounts and perks. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth.

B2B 128

B2B Cross-sell Pharmaceutical Account management 128

Understanding the Sales Force

APRIL 29, 2013

Here at Understanding the Sales Force we discuss mostly B2B relationships which are far more complex than B2C relationships. Jeb Blount, a leading expert on customer experience and account management, just published the new book, People Love You: The Real Secret to Delivering Legendary Customer Experiences.

Account management 77

Account management B2C B2B Clients 77

Martech

OCTOBER 12, 2021

Good morning, Marketers, and how touchy-feely can B2B get? Maybe I am being controversial here, but I think there’s every opportunity for B2B to get very touchy-feely indeed. Cipriani-Espineira was last week promoted from VP Customer Success to Chief Customer Officer at B2B scheduling software vendor Chili Piper.

B2B 105

B2B Account management Contract Technology 105

Heinz Marketing

AUGUST 14, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. LinkedIn to B2B Marketers: It’s Time To Build Your Brand. B2B marketers are known for relying on lead generation and account based marketing.

B2B 116

B2B Account management Lead generation Service 116

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 232

CRM Pipeline Objectives and Key Results Account management 232

Martech

JUNE 17, 2024

When it comes to trust, the best a B2B tech vendor can hope for is to be where IBM stood when someone coined the phrase, “No one ever got fired for buying IBM.” If you work in SEO or paid media, you have a B2B relationship with Google and likely have a more complex take on the brand. The post Will you ever trust a B2B tech vendor?

Trust 114

Trust B2B Non-Profits Government 114

SaaStr

MARCH 2, 2025

Key Takeaways for B2B Leaders Outbound isn’t dead it’s evolving. 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.

Growth 80

Growth Cold Call Cross-sell Account management 80

Heinz Marketing

MARCH 5, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. The Problem With How Our Industry Understands Project Management. Project management isn’t traffic and it’s different from account management.

B2B 116

B2B Drivers/motivators Campaign Account management 116

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. Here’s what this means for B2B marketing organizations. To learn more about how to use AI tools in B2B, join me at The MarTech Conference on September 27 at 11:35 a.m.

B2B 116

B2B Construction Drivers/motivators Campaign 116

Heinz Marketing

JANUARY 13, 2022

If you missed my LinkedIn series last month , here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. . Change Management . Account-Based Retention . Target Account Precision . By Matt Heinz , President of Heinz Marketing. In Summary: .

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

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 116

CRM Contact Account management Follow-up 116

SaaStr

DECEMBER 2, 2023

Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? A bit more on the next stage here: Why Your Cost of Sales Generally Doubles As You Scale The post Dear SaaStr: What Is The Optimal Structure of an Initial SaaS B2B Sales Team? The optimal structure is one that is accretive. Not vice-versa.

B2B 111

B2B Quota Account management Gaming 111

Heinz Marketing

MAY 6, 2021

Welcome to the third installment of The B2B Marketer’s Quick Start Guide. Features/functionality: Orchestrates account-based playbooks across teams and channels. Builds workflows for reps around accounts. Measures activities and tactics against target accounts. Manages all prospecting activities in one place.

B2B 120

B2B A/B testing UX Sales 120

Heinz Marketing

JUNE 10, 2021

Welcome to the third installment of The B2B Marketer’s Quick Start Guide. Pros: The support and account management team are great to work with and are willing to help get our company started using the platform. The post The B2B Marketer’s Quick Start Guide: Direct Mail Platforms appeared first on Heinz Marketing.

B2B 128

B2B Non-Profits Campaign Price 128

Hubspot

JULY 10, 2019

That’s why an entirely different marketing method — B2B marketing — exists, and that’s why we built this guide. By the end of this article, you’ll have a better understanding of B2B marketing, the most effective B2B marketing strategies, and how you can tap into and convert your business audience. B2B vs B2C Marketing.

B2B 101

B2B B2C E-commerce Entertainment 101

Pointclear

APRIL 2, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted. From #SXSW: Charting the Road Ahead for B2B Marketing.

B2B 81

B2B Networking Account management Represent 81

Veloxy

JUNE 23, 2021

When it comes to B2B, SaaS, and other technology companies that prefer a centralized team, inside sales is the more popular model. Not only are they the main point of contact, Account Executives are ultimately responsible for demoing products and handling the entire cycle in small companies. 3: Account Managers.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

OCTOBER 11, 2024

GTM 116: The Future of SEO and AI’s Impact, with a $100M+ Product-Led SEO Framework with Eli Schwartz Eli Schwartz is an SEO expert and consultant with over a decade of experience driving successful SEO and growth programs for both B2B and B2C companies.

GTM 115

GTM X-functional Pipeline Construction 115

Sales Pop!

MAY 20, 2023

Or, in a B2B setting, such a person could never walk into a room full of people they’ve never met, contact and address them. 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. They don’t know how to relate and be authentic.

Appointment 243

Appointment Education Sales Contact 243

Sales Pop!

SEPTEMBER 18, 2021

The Common Lists include elements relating to account hierarchy, sales roles, contact relations and account relations. As you’ll readily see, these easy-to-utilize elements have incredible usefulness to sales and account management. Accounts Hierarchy.

Pipeline 225

Pipeline CRM Contact Consult 225

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. Lower levels of value indicate an older legacy approach to B2B sales, but reaching higher levels suggests that you are closer to a modern sales approach. The greater value you create, the more modern your approach.

Strategize 178

Strategize Clients Sales B2B 178

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 115

Gaming Negotiate Technique Account management 115

PandaDoc

FEBRUARY 8, 2024

If your company wants to increase sales and nurture existing customers, account management software could be the perfect tool to propel you to success. This guide will discuss what account management software can offer you, the main benefits and features to look for, and our assessment of the best solutions on the market.

Account management 52

Account management CRM Pipeline Price 52

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. They are processed by SDRs, SEs, Demo people, Account Managers and others. Complex B2B buying and selling is all about people, aligning interests, and building shared confidence in the path forward.

Process 147

Process Sales B2B Quota 147

Sales Pop!

MAY 22, 2022

A sales manager, even examining all the current sales data in detail, can never fully understand it all. That is where the sales manager must collaborate with the appropriate salespeople. An account manager can share information through Pipeliner’s Buying Center , which maps the client company relationships in B2B sales.

CRM 236

CRM Pipeline Technology Technology 236

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. B2B Sales Intelligence. Vani Koppula.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Highspot

APRIL 4, 2019

We asked the experts themselves — Stuart Thompson, Kate Wilson, Cam Williams, and Alex Dumke of our Services and Account Management team — to share their insights on four things that make for an unforgettable customer experience. ” –Cam Willilams, Senior Manager, Account Management.

B2B 74

B2B Customers Pitch Account management 74

Martech

NOVEMBER 6, 2023

They are also an opportunity to prepare B2B customers ahead of an important call. 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 122

Account management B2B Follow-up Meeting 122

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. Buyers Are Self Educating, So Should Sellers!

Territory 115

Territory Account management Cross-sell Sales 115

Anthony Cole Training

FEBRUARY 9, 2015

After years of assessing sales people in all types of industries involved in all kinds of B2B sales with the worlds #1 sales assessment (Objective Management Group Sales Evaluation) I believe I know that the makeup is for someone that can execute what Susan Scott calls ''Fierce Conversations''.

Management Consulting 178

Management Consulting Sales Consult Account management 178

Martech

OCTOBER 11, 2021

Cipriani-Espineira was last week promoted from VP Customer Success to Chief Customer Officer at B2B scheduling software vendor Chili Piper. “The meeting might be going through to a salesperson, account manager or a CSM. From account management to customer success. Is there another step to be taken?

Customers 106

Customers Account management Real Estate Contract 106

Veloxy

OCTOBER 24, 2022

As a sales manager, you have a crazy number of options to choose from to build the ultimate sales tech stack. This is great, however, B2B sales teams are struggling with low team adoption and unclear ROI. This sales tool is used to quickly update and manage your Salesforce CRM. Luckily for account managers there is Scratchpad.

Quota 147

Quota Contract Account management Price 147

Pointclear

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” I asked this question on Focus.com a few weeks ago and got answers that surprised me. ” “Inbound rules. Stop interruption marketing.”

Lead generation 87

Lead generation B2B Account management Pipeline 87

Veloxy

DECEMBER 15, 2021

Maybe you were an account manager or an SDR. It’s a cold hard fact that B2B decision makers will still take a call from cold callers. 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. Choose the Cold Pill.

Cold Call 227

Cold Call Prospecting Follow-up Quota 227

Sales Pop!

NOVEMBER 18, 2021

Sales Enablement Tool and key account management ( KAM). These are now united under the single revenue engine of project management. GrowSurf is the top-rated referral program software for B2B and B2C tech companies. The minimum plan is $199 for a one-year subscription, and a 14-day trial is available.

Lead generation 245

Lead generation A/B testing Referrals CRM 245