Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. 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. What to Do Instead.

Account management 69

Account management Strategize Manufacturing Closing 69

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

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer.

Account management 80

Account management CRM Pipeline Strategize 80

The 5% Institute

AUGUST 15, 2023

In the fast-paced world of business, establishing and nurturing strong client relationships is crucial for sustained growth and success. In this article, we will delve into the depths of strategic account management, exploring its key concepts, benefits, implementation strategies, and how it contributes to the overall success of businesses.

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

Search Engine Land

AUGUST 5, 2024

It is divided into two sub-roles: Family physician : Understand clients deeply and provide tailored solutions with empathy. Just as a restaurateur’s vision and management support a chef’s brilliance, human marketers play a vital role in ensuring that AI has the best data (ingredients) and strategic direction (menu).

Campaign 86

Campaign Strategize Account management Meeting 86

Iannarino

JUNE 21, 2021

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients. In 2011, I was asked to help a client’s strategic account management team improve their results. The greater value you create, the more modern your approach.

Strategize 178

Strategize Clients Sales B2B 178

RAIN Group

DECEMBER 2, 2022

Client loyalty can make or break a company. Loyalty is tied to buyer satisfaction and their experience buying from you—but it’s tough to earn. Fred Reichheld, author of?

Clients 122

Clients Promote Sales Customers 122

Martech

FEBRUARY 24, 2025

With the right technology and systems, intake and data collection can become powerful strategic tools. The role of an intake form in data segmentation An intake form serves as the first point of contact between a client or business partner and the team executing the request. Intake is where account managers shine.

X-functional 69

X-functional Territory Account management Strategize 69

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

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 Clients Strategize 52

Search Engine Land

NOVEMBER 13, 2023

In todayʼs competitive agency marketplace, itʼs more difficult than ever to stand out from the crowd and retain clients. As AdWeek reports, it’s not uncommon for small-to-medium-sized firms to see upwards of 40% client turnover year over year. Why clients break up with their agencies 2. The solutions to client churn 3.

Clients 90

Clients Objectives and Key Results Referrals Non-Profits 90

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Sales Hacker

AUGUST 7, 2020

Managing Client Partner. Manager, Business Development. Vice President, Client Partnerships North America. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Managing Partner- Business Sales.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

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’?

Account management 52

Account management Finance Promote Cross-sell 52

Hubspot

DECEMBER 21, 2016

If you approach the process strategically and for the right reasons, change can be a positive force for your company -- and it could potentially result in pretty impressive growth in the long run. In our agency's infancy, our client services team was divided into departments by role. Why We Saw Change on the Horizon.

Clients 78

Clients Growth Account management Strategize 78

Hubspot

JUNE 6, 2019

This role might also be more client- or management-facing, sharing the results of a whole team of analysts. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. Sales Operations Manager. The good news?

Finance 99

Finance SQL Strategize Account management 99

Miller Heiman Group

OCTOBER 6, 2020

Most direct sales reps have been sidelined from visiting their clients, and video calls have become the norm. Social interaction with clients and prospects is more limited and direct face-to-face time to discuss business needs and strategize is and will be very limited for an extended period of time. Process alignment.

Strategize 109

Strategize Quota Manufacturing Clients 109

Search Engine Land

SEPTEMBER 5, 2023

Whether in-house or at an agency, if you’ve been in PPC account management, odds are you’ve been asked some version of that question at least once. A client point of contact may simply be assessing viability and options of a mandate handed down from management. “We want to hit {goal}. What should we expect to spend?”

CTR 126

CTR Pitch Clients Campaign 126

Partners in Excellence

AUGUST 14, 2014

As an example, some years ago, we were helping a very large organization redesign how they handled strategic accounts. The process of managing these strategic accounts was very complex and resource intensive. Our client was a strategic vendor, so it was in their best interests to get great sales coverage.

Customers 106

Customers Territory Strategize Inside sales 106

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Or the goal could be attainment-focused based on customer percentage, such as selling into 30% of 100 key accounts. Their focus is on net new divisions clients in top 100 lists. specific to the mid-market pod’s client base.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

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.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Sales Hacker

APRIL 11, 2019

Keep reading, and I’ll lay out the three distinct ways your salespeople are motivated, then list strategic ways you can motivate each “type.”. She loves winning new clients for the pure enjoyment and self-satisfaction of winning. RELATED: 12 Expert Tips For Managing a Successful Sales Team. They just will.

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

SaaStr

JULY 1, 2024

As you go into these larger organizations with more complex environments, more onboarding, more users, and more internal change management that you have to help them navigate, consider hiring onboarding specialists. These people get up every day wanting to make new clients succeed on your product.

Cross-sell 120

Cross-sell Price Account management Up-sell 120

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?

Clients 53

Clients Negotiate Price Account management 53

Martech

JULY 31, 2023

Account Based Marketing is intrinsically strategic. ABM is a B2B marketing strategy that focuses on working with target accounts to market in a measured and structured way. If you’re entirely new to ABM check out our introduction guide to account-based marketing , then circle back to learn how to apply it. Get MarTech!

Intrinsic 98

Intrinsic Objectives and Key Results Government Strategize 98

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. The key is to align the activities of the account team (account manager, customer success manager, clients services team, etc.)

Customers 102

Customers Contract Cross-sell Account management 102

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. Planning Specifics.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Heinz Marketing

SEPTEMBER 25, 2019

But how can they ensure their Sales Development Reps, Market Development Reps, Sales Team Leads, Account Executives, Sales Team Managers, Account Managers and the like are working like a well-oiled machine? Thinks strategically, like a business leader. Possesses the attitude and ability to adapt.

Strategize 100

Strategize Drivers/motivators B2B Sales 100

Hubspot

JULY 3, 2018

From the client's perspective, frequent changes in account managers lead to unstable relationships. A sales territory is the regional, industry, or account type assigned to a specific salesperson or sales team. By identifying the value of each account, you can prioritize accordingly in your sales territory planning.

Territory 101

Territory Referrals Quota Sales 101

Partners in Excellence

FEBRUARY 23, 2022

Each of us has been in a sales situation, where the customer says, “We’re going to use this integrator… Could you work with them……” And then there are those consultants… Actually two months ago, a client CRO asked me to participate in a vendor meeting.

Strategic partnership 137

Strategic partnership Sales Strategize Commission 137

Sales Hacker

MARCH 5, 2019

Account Executive/Inside Sales. Account Manager/CSM. Caitlin approaches every client with enthusiasm, empathy and understanding. She is wonderful in keeping up with the client by providing the right support.”. Tinique’s sales onboarding is hailed by all her clients. Account Manager/CSM.

Sales 110

Sales Teamwork Inside sales Pitch 110

Partners in Excellence

SEPTEMBER 26, 2012

As sales roles become increasingly complex, with differing roles in the organization–account managers, territory managers, product specialists, pre-sales specialist, business development executives, and so forth, a sales competence framework helps identify different skill and capability levels for each role. .

Territory 113

Territory Quota Sales Drivers/motivators 113

Sales Hacker

JUNE 2, 2021

As a consultant for companies that are struggling to bring their different lines of business together on a shared path to success, I know sales enablement to be the perfect team to create and implement a strategic communications plan. Client story: financial services company wants to expand globally. George Bernard Shaw.

Sales 119

Sales Pipeline Cross-sell Sports 119

Partners in Excellence

APRIL 26, 2021

Related to the previous point, how does this initiative support the corporate strategic objectives. Some years ago, I was working with a client–they won a very large deal, the top executive of the business unit supported the decision and had funded the project. While it seems silly, one of my clients almost got derailed.

Customers 131

Customers Contract Legal Negotiate 131

Search Engine Land

MARCH 8, 2024

The fallback is that we rely more on clients and businesses to engage and build their data. For Performance Max, in particular, we spend less time in the Google Ads accounts trying to improve performance. For an account manager or a marketing department, control is difficult to give up. has eaten into margins.

Campaign 100

Campaign Retail Manufacturing Clients 100