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

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 Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.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

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

Partners in Excellence

AUGUST 25, 2014

Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account. Become a strategic partner. I believe it’s my God-given right to 100% share of the account! Build additional business… The list can go on.

Territory 120

Territory Cross-sell Strategize Account management 120

Partners in Excellence

OCTOBER 27, 2013

Too often, it’s that annual exercise management makes us go through. We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” We prepare and conduct fancy presentations.

Account management 115

Account management Strategize Contract Contact 115

Sales Hacker

AUGUST 7, 2020

Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue. Senior Manager, Mid-Market Sales. Strategic Team Lead. Strategic Account Executive.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. Building an account manager dashboard.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

Heinz Marketing

JUNE 22, 2023

They are usually executives or managers who have a broad understanding of the company’s goals and objectives. They base their decisions on factors such as market trends, financial performance, strategic growth, and customer needs. TDMs make decisions related to technology.

Finance 111

Finance Account management Strategize Engineering 111

Partners in Excellence

AUGUST 14, 2014

We have a global business, expecting customers to contact us in a central location, say the West Coast of the US. But customers on the East Coast may want to talk and even place an order at 9 EST. As an example, some years ago, we were helping a very large organization redesign how they handled strategic accounts.

Customers 109

Customers Territory Strategize Inside sales 109

SaaStr

JULY 1, 2024

You’ll probably need to be multi-threaded, selling to multiple contacts within an organization. You may also want to hire strategic account managers if you’re going after these big whales. Many of these folks may not be a great fit for moving upmarket, but hopefully, some of them are.

Cross-sell 117

Cross-sell Price Account management Up-sell 117

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. Then, the Account Manager from Success will be responsible for any large clients subsequently pushed over.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Miller Heiman Group

OCTOBER 6, 2020

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. Whichever scorecard you use, it should focus on these universal qualifying categories: Strategic opportunity quality scorecard.

Strategize 109

Strategize Quota Manufacturing Clients 109

Highspot

NOVEMBER 9, 2021

“Customers today are won or lost based on the experience they have with frontline sellers, account managers and customer success staff,” said Jake Braly, VP Strategic Alliances and Partner Revenue, Highspot. Contact: Elena Edington, 206-817-4339, elena.edington@highspot.com. About Corporate Visions.

Customers 98

Customers Consult Strategize B2B 98

Highspot

JANUARY 7, 2020

Our work helping hundreds of customers enable their revenue teams to execute strategy has reinforced my perspective that to successfully land strategic plays that drive business outcomes, you must first ask the right questions. Answer: Account Management. Answer: Topic SME = Partner Marketing Manager. WHO (Customer).

Account management 85

Account management Finance Contract Strategize 85

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

SaaStr

OCTOBER 25, 2021

Account management it’s same work. A great VP of Sales gets really good at using discounting as a strategic asset at the very end of a deal, but doesn’t overdiscount when it doesn’t help to hit the ARR goal for the year. “‘Contact us’ for enterprise level pricing. Save them for when growth truly slows.

Price 126

Price Contract Referrals Contact 126

Sales Hacker

FEBRUARY 14, 2022

To achieve them, Ilett says: “We paired up SDRs and AEs and assigned accounts to them. That meant they could strategically penetrate accounts and that their success was entwined, improving accountability. Transitioning from SMB to enterprise is a big shift from a volume-based model to strategic account penetration.

Legal 107

Legal Cold Call Contract Inside sales 107

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Regional Sales Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 88

Territory Referrals Inside sales Sales 88

Highspot

SEPTEMBER 9, 2020

Boost your digital interactions with simple behavioral changes: instead of sharing slide decks via web conferences, encourage sellers to keep their video front-and-center to maintain eye contact and keep buyers focused. As a result, leaders are rethinking the siloed sales approach. August 3, 2020). .” Stay Ahead of the Curve.

B2B 90

B2B Sales Cross-sell Contact 90

Sales Hacker

FEBRUARY 17, 2022

A 10% decline in average handle time, a 4% increase in first contact resolution, and a 4% rise in Net Promoter Score. Strong pipeline management, deal optimization, and accurate forecasting are going to become even more essential to B2B organizations’ sales success. The results? Revenue intelligence. Sales force automation (SFA).

Objectives and Key Results 104

Objectives and Key Results Sales B2B Pipeline 104

Hubspot

OCTOBER 16, 2019

Between blog writing, drafting ad copy, and setting up an email workflow, it's hard to make time for brand awareness and media management. According to the Public Relations Society of America (PRSA), "Public relations is a strategic communication process that builds mutually beneficial relationships between organizations and their publics."

Strategize 101

Strategize Price Pitch Contact 101

Sales Hacker

JANUARY 18, 2019

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 best way to track this is to follow the full “life” cycle of all your conference contacts. Obviously, sales and contact gains are the ultimate ROI.

Contact 104

Contact Sales Follow-up Clients 104

SalesLoft

JULY 25, 2022

Think marketing to sales development representative (SDR), SDR to account executive (AE), AE to account manager (AM), or AM to customer success manager (CSM). . Technically, they’re still sitting in your CRM (lost in the never ending sea of contacts and leads and accounts that swirls about most CRMs).

SQL 98

SQL Strategize Strategic planning Consult 98

Salesforce

NOVEMBER 29, 2023

Evaluate the value you bring to potential partners — and they to you Get clarity on these key questions before contacting potential partners or inviting them to contact you. Outbound recruitment: Identifying and contacting partners proactively rather than waiting for them to contact you is another option.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Salesforce

NOVEMBER 15, 2024

Account Management: An Account Manager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities. SDR or Sales Manager: The SDR Manager oversees and guides the SDR team.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Search Engine Land

JUNE 14, 2023

Agencies who ask client account managers to handle the publishing outreach are common – but not ideal for the publishers. This setup leads to a different contact point for each brand in the agency’s affiliate portfolio for the same publisher, with lots of duplicate work and ad hoc communication and little strategic depth.

Contract 83

Contract Cross-sell Territory Niche 83

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 71

Territory Referrals Inside sales Sales 71

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. But every search result focuses on just one team: sales. It goes beyond just supporting the sales team.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Hubspot

MARCH 18, 2020

Enterprise teams can structure their social media team by having specialists and managers to lead and oversee social media strategy, as well as roles for day-to-day social media activities, such as creating Instagram Stories and Posts, video editing for Facebook, and content management. Account Manager. Potential roles.

UX 100

UX User Experience Engineering Account management 100

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets. Ready to learn more?

Strategize 61

Strategize Account management Technology Technology 61

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Hubspot

MAY 3, 2018

Lead generators and marketers will produce leads, project managers will do research and pre-sale activities, account executives will conduct discovery work, presentation, and deal closures, and account managers will implement what’s been sold -- all while providing the customer service.” Eric Quanstrom, CMO, Cience. “In

Sell 101

Sell Sales Inside sales Education 101

Hubspot

MAY 27, 2024

Having your point of contact make calls and resolve issues is something that goes the extra mile and makes me hand-feed them business to similar C-suite executives.” Curiosity Evan Freemon , Sales and Account Manager of iCONN Systems , says, "I‘ve noticed that successful salespeople tend to be genuinely curious and want to learn more.

Sell 88

Sell Pitch Sales Clients 88