How to Become a Sales Hunter
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 Clients Represent 
Key Account Management: The Ultimate Guide
Hubspot
MARCH 18, 2019
At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above.
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Trending Sources
Unlocking the Secrets to Outside Sales Success in 2023
Veloxy
JUNE 15, 2023
Essential skills for success include strong customer relations, business development, account management & problem solving abilities. Defining Outside Sales Outside sales is the process in which sales representatives, or outside sales professionals , travel to meet potential customers face-to-face. You can learn more here.
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Account Management: It’s About Keeping Customers!
SalesPop
MARCH 25, 2021
Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Bubble-area* advertising was obviously wasteful.
Account Management Through Pipeliner CRM—A Summary
SalesPop
MAY 21, 2021
Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Account Matrixes. White Space.
Outsourcing Strategic Account Management – What, are you crazy?!
Pointclear
NOVEMBER 7, 2011
At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Let’s create a framework for looking at strategic account opportunities.
Sell Your Perspective with Questions
Sales Pop!
JUNE 19, 2024
Admittedly, no matter the research we do upfront, we know little about each prospective client and how they work. Mindful Selling No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. The simple answer is to ask them questions with a credible tone of curiosity.
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The Top Mistakes to Avoid in Strategic Account Management in Consolidated Markets
Miller Heiman Group
FEBRUARY 13, 2019
Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs. Meanwhile, your leadership expects you to initiate a top-to-bottom review of your strategic account management plan.
Best Lead Generation Tools for Hot Leads in 2022
Sales Pop!
NOVEMBER 18, 2021
Choosing the right tools for hot lead generation for your business will help you scale faster, expand the VIP-client segment, and earn additional profits. Sales Enablement Tool and key account management ( KAM). These are now united under the single revenue engine of project management. Online Chats.
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The Ultimate Guide to Field Sales Success in 2022
Veloxy
FEBRUARY 15, 2022
If you’re looking to raise your salary consider these field sales roles: Outside Sales Representative. This is usually the next step up from being a successful outside sales representative. Regional Sales Directors will oversee larger accounts while also managing outside sales reps within their designated area.
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The Face of Your Company: How to Hire for Client-Facing Positions
Hubspot
MAY 22, 2014
The people who you hire for roles like support, customer service, and sales will be the face of your brand, as they are the ones who will be interacting with your customers and clients on a daily basis. For most client-facing positions, experience isn’t everything. Tweet This Stat ). Tweet This Stat ). The Ideal Candidate.
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What Is Key Account Management — and How Does It Help You Grow?
Salesforce
MAY 9, 2024
In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’?
Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners
Sales Hacker
AUGUST 7, 2020
Managing Client Partner. Manager, Business Development. Vice President, Client Partnerships North America. Managing Partner- Business Sales. Managing Client Partner. Managing Partner. Manager, Sales Development. Senior Sales Development Representative. Senior Account Executive.
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New Car Sales - We're Different - We have the KEYS
Anthony Cole Training
JANUARY 31, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. performance management (3). practice management (9). retaining clients (2). sales accountability (10). Sales Manager (2). Sales Representative (5). recruiting (6).
Field Sales Reps & Managers: The Complete Guide
Veloxy
FEBRUARY 22, 2023
Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.
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Powerful Questions to Qualify Sales Opportunities
Score More Sales
JULY 11, 2013
We both were account managers selling millions of dollars worth of technology to a major aircraft company. The knowledge we could gain by asking open-ended questions made us true consultative partners with our Fortune 100 client. What clients do you need questions answered? He was my sales colleague. Get those answers.
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$1M to $100M in 20 Months, The Hard Part: How Everything Breaks in Hypergrowth with Deel Co-Founder & CRO Shuo Wang (Video)
SaaStr
JANUARY 30, 2023
” They learned that many company founders were HR leaders who needed help managing complicated local labor laws. Building revenue operations to support sales Deel had onboarded nearly 100 clients, reports showed good traction, and it was time to leverage this opportunity. Make sure clients love you. Go global early.
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Cross-Selling: Unlocking Revenue Potential with Existing Clients
RAIN Group
APRIL 10, 2024
Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.
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How to Conduct Sales Performance Evaluations
Highspot
MARCH 6, 2025
Start by pulling sales performance metrics from your customer relationship management (CRM) system, like lead response times and deal progress, to get a clear picture of performance. Then, layer in client feedback for some qualitative depth. Customer Retention Rate Client loyalty Your 92% retention rate shows in strong relationships.
Why Clients Undervalue Your Agency (And How to Make It Stop)
Hubspot
JUNE 28, 2016
Rarely do client-side decision makers report to their fellow C-suiters the value your agency provides. Either way, it's a problem when clients are more focused on your invoices than your services. If you reduce a client's cost per lead and neither your client nor her C-suite knows it -- has it really happened?
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Martech vendors need to engage year-round, not just at renewal time
Martech
AUGUST 25, 2023
A new account manager that we haven’t met before, asking for money. It’s not news that some martech vendors seem more interested in getting a signature on the contract rather than genuinely partnering with their clients. ” Tara Wrigley, an actual customer success representative, expressed some frustration.
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98 How to Prioritize your SaaS Customers to Maximize Revenue
A Sales Guy
NOVEMBER 27, 2013
Lots of up-sell opportunities and low risk to renewing: In most cases, this is your best client. They represent tremendous upside to your business. With few exceptions these clients are you’re least valuable (exceptions are those large clients who have bought everything and have high ARPU’s, average revenue per user.
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Growing your SAM: Making the Leap from Small to Midsize-Business Customers
SaaStr
MARCH 19, 2021
Of course, we were excited by the opportunity those larger customers represented, but it scared us a bit, too. Sales motion, account management and customer experience. Because of the complexity involved with servicing larger customers, we also developed account managers to help with onboarding and beyond.
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How to Kick Off Your SaaS Sales Career
Hubspot
APRIL 27, 2023
Sales Development Representative As a newbie to SaaS sales, you should try to start with a sales development representative (SDR) role. Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. SDRs are responsible for outbound prospecting.
37 key questions to ask when evaluating digital marketing agencies
Search Engine Land
FEBRUARY 27, 2024
Although I’ve owned an agency for seven years, most of my career was spent working on the client side. I’ve compiled questions I would have asked when I was on the other side of the desk and also from questions prospective clients ask us. What percentage of the company’s revenue does paid media management represent?
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The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep
Sales Hacker
OCTOBER 22, 2017
While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Client Engagement.
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7 'Under-the-Radar' Traits of Top-Selling Sales Reps, According to Sales Leaders
Hubspot
MAY 27, 2024
Storytelling with Authenticity and Evidence Craig Focht , Co-founder & CEO of All Pro Door Repair , says, "Top sales representatives excel in storytelling … You might think storytelling is simply a part of effective communication, but it’s actually a distinct skill. 7 "Under-the-Radar" Traits of Top-Selling Sales Reps 1.
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The 15 Most Inspiring Sales Stories We Heard This Year
Sales Hacker
MARCH 19, 2019
Kayley DiCicco – National Corporate Accounts Manager at Novel Coworking. She more recently graduated to a national enterprise-client focused role all credits to her smart work. Josh Etress – VP of Client Experience at Wildsparq. Sam goes above and beyond in her role as a sales development representative.
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The Playbook to Building a Customer Reference Program with Talkdesk SVP of Client Services Gillian Heltai (Video + Transcript)
SaaStr
MARCH 17, 2020
Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. Another way that customers become advocates is a personal relationship with the account team. FULL TRANSCRIPT BELOW.
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How to hire an SEO agency: The definitive guide
Search Engine Land
FEBRUARY 15, 2024
They’ve worked with hundreds or even thousands of clients in many industries. And, because SEO agencies work with many clients, they avoid the tunnel vision that an in-house SEO can be vulnerable to. That lives and breathes your brand can make them better equipped to represent the company’s message in marketing.
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Forensic Prospecting
Partners in Excellence
OCTOBER 24, 2012
Forensic Prospecting—I wish I could claim inventing this term, but the words popped out of the mouth of a client as we were discussing prospecting approaches. We lose contact with too many customers–organizations and individuals, yet they represent a tremendous source of business to us.
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Trade Show Marketing Tips for Sales and Marketing Leaders in 2019
Sales Hacker
JANUARY 18, 2019
Trade shows provide great ways to gain new customers and strengthen relationships with existing clients. Work with marketing to identify target accounts that will be attending and account management or client success to know what current clients are going to be there. The Holy Grail Metric.
Contact 104
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How to Turn a Case Study into a Customer Success Story
Hubspot
OCTOBER 13, 2020
It's educating a prospect through a thoughtful perspective, and answering the following questions: How did the client feel at the beginning, and how did they feel at the end? What struggles did the project manager face, and how did they feel when they overcame them? Find the right client. Client Questions: The Background.
Customers 101
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Data Cleanse For A Sales Boost
Score More Sales
DECEMBER 29, 2014
So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?
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The Big Eight for Social Sellers on LinkedIn
Score More Sales
OCTOBER 24, 2013
Knowing there are horrible trade show booths and amazing ones – the same goes for how sellers are represented online. Give recommendations to others and ask a few of your favorite clients or partners for them. It is like having a 24-hour a day trade show booth online. Do a search for their name on your favorite search engine.
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86 How To Structure Your Sales Organization For Maximum Efficiency
Sales Hacker
JANUARY 29, 2018
The regions were based on ZIP codes calculated to represent approximately to have the same amount of potential. What complicates this model is the high-velocity it operates on; many clients commit within 90 days or faster. AE: Account Executive – Develops SQLs through a series of meetings. The Sales POD.
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How to Write a Request for Proposal, with Template and Sample
Hubspot
JUNE 22, 2018
We provide our clients with web design services including coding, development, and branding. General account management. A representative selection of social media ads, direct response material, collateral, and website development created for current and past clients. Caroline’s Websites, Inc. Paid media strategy.
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Running the Enterprise Playbook with Envoy Head of Enterprise Sales Sarah Lash (Video)
SaaStr
JANUARY 31, 2022
You need to have the people already in place when you’re looking to hire for senior account management. Accountability to review. At Envoy, I target strategic account planning for expansion accounts. I set up AR targets and goals, such as how many account plans each representative needs to do.
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33 Stats to Know if You’re Considering or Planning a Sales Career in 2023
Hubspot
APRIL 5, 2023
Beginner to Mid-Level Careers in Sales Here are some of the beginner to mid-level positions in sales: Sales development representatives (SDRs) must have strong communication skills, as they are responsible for bringing in qualified leads. Outside sales representative positions include some travel time to meet with buyers and pitch products.
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SaaS Case Study: How Customer Support Can Assist Sales Initiatives
Sales Hacker
MAY 10, 2021
For your brand to stand out, you have to provide an exceptional experience to your clients. That information can help the salespeople make an improved pitch to the next client. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. Reduce churn. Opportunity to upsell and cross-sell.
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The SEO career path: What it may look like and how to level up
Search Engine Land
NOVEMBER 11, 2022
It’s probably most likely to start at an agency, and that’s a wonderful place to kick off almost any career related to marketing (or design, account management, video production or sales). Working closely with internal and client stakeholders. Reviewing and delivering client deliverables. SEO manager.
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The Ultimate Guide to a Career in Sales
Hubspot
JUNE 8, 2021
Inside sales reps need a number of skills to land clients from afar. If you imagine jet-setting to new locations to pitch prospective clients, an outside sales rep role could be the career for you. Account Manager. This is where account managers come in. Outside Sales Rep. Image Source.
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Mis-diagnosis
Partners in Excellence
FEBRUARY 17, 2024
As an example, recently I was involved with a client selling supply chain technology solutions to IT. IT understood the issues, understood the problem and how my client could help them solve the problem. They represent such huge opportunities for performance improvement.
5 Departments of Your Company That Need a Content Strategy
Hubspot
NOVEMBER 10, 2017
Too often, marketers and their teams view content as a way to generate leads (and even enable sales) but stop short of actually using that content to service those clients once they sign. Retention and upselling: This method of using content also plays into keeping clients happy enough to stay -- and to upsell them on your services.
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