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

Hubspot

MAY 27, 2020

Ultimately, you want to enhance your sales process without being burdened with overly complicated software. If you're looking for Salesforce alternatives , review our list below to find a CRM that will supercharge your sales process, and eliminate friction. HubSpot CRM. Price: Free. ActiveCampaign. Price: Essential, $12.50/month;

Process 92

Process CRM Pipeline Price 92

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. 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.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Sales Hacker

MARCH 3, 2021

Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. What is the handoff process? A handoff process refers to the period where a lead becomes a customer and handed over to the customer success team from the sales team.

Process 101

Process Assembly Line Drivers/motivators UX 101

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Today we can start to change that.

Customers 103

Customers Contract Cross-sell Account management 103

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Adobe Sign transform sales cycles by accelerating time to revenue, increasing the visibility of where the process stands, and improving sales rep productivity and effectiveness.

Contract 55

Contract Gaming Commission Legal 55

Salesforce

OCTOBER 22, 2024

What you’ll learn : What is the MEDDIC sales process? Implementing the MEDDIC sales process Other sales methodologies to consider Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

E-commerce 79

E-commerce Territory Pitch Sales 79

Martech

JUNE 10, 2024

Selecting the right martech vendor sounds far easier than it actually is as a process and practice. There are many factors to consider, but that does not mean the selection process is necessarily daunting. Further, examine the contract to determine if you are paying for more support than you need.

Niche 103

Niche Contract Clients Sports 103

Sales Hacker

JULY 25, 2022

With these metrics at the forefront, managers can quickly see how their reps are performing. They know exactly who needs coaching on what, and they can begin developing repeatable processes based on which behaviors drive sales. Building an account manager dashboard. Metrics to measure in an account manager dashboard.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Sometimes the acquiring company is stricter about contract terms,” said Petersen. “I’ve Know what you need and why.

Contract 106

Contract Legal Price Technology 106

Hubspot

AUGUST 17, 2017

Finally, it gets pdf’d and sent over to the account manager who forwards it along to the client or presents it live. Leveraging a process that can gather data for you will allow more time for analysis and less time on data collection. Some agencies make their account managers build reports.

Clients 78

Clients Process Account management Presentation 78

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Account management it’s same work. “1 year contracts for enterprise software. Jason, ed. :

Price 128

Price Contract Referrals Contact 128

Veloxy

AUGUST 17, 2022

You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. For SMBs to Enterprise sized companies, the series of tasks can be cumbersome to sales staff, especially account managers. source of image. Thankfully, TaskRay makes onboarding new customers fast and efficient for everyone.

Appointment 147

Appointment Territory Cross-sell Contract 147

Sales Hacker

OCTOBER 16, 2019

For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. When we succeeded, it was because of the process and close communication we built between sales and customer service. The Process. But I’m getting ahead of myself.

Service 65

Service Process Contract Sales 65

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Sales process stages. Transactional objects capture transient customer interactions throughout the sales process. The Right Object for the Right Process.

Government 72

Government Process Objectives and Key Results Commission 72

Salesforce

NOVEMBER 15, 2024

These numbers drive the sales capacity planning process, where teams work backward from revenue goals to ensure sufficient manpower for achieving future targets. When an SDR team lacks a clear and repeatable process for career advancement, predicting growth and budgeting for resources becomes challenging.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

SaaStr

SEPTEMBER 8, 2024

When building a list, try to define your potential customer as granularly as possible – size, location, industry, ideal buyer, sales process, technology stack, etc. Be willing to iterate and push the envelope on pricing, and make sure your pricing lines up with your sales process. Most companies don’t have that luxury.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. Customers need our help! Buying is never easy.

Customers 131

Customers Contract Legal Negotiate 131

Sales Hacker

APRIL 6, 2022

Sales teams are often forced to use manual processes that result in errors, inaccuracies, and wasted time. And these manual processes take sales reps away from their most important activity: selling. The purpose of CPQ software is to simplify complex pricing and expedite the quote-to-cash process. What is CPQ?

Cross-sell 109

Cross-sell Contract Price Finance 109

Partners in Excellence

OCTOBER 27, 2013

To me, there’s really only one purpose, it’s to maximize our share of account. I approach the account planning process with one thought in mind, “It’s my God give right to 100% share of account!” ” The process of account planning, with this perspective, is very powerful.

Account management 111

Account management Strategize Contract Contact 111

Sales Pop!

APRIL 11, 2024

Over the years, I’ve proposed and worked with a totally different process for client satisfaction. At the start of a business relationship with a new account, you bring members of the sales and delivery teams together to meet with the new client to ask what’s most important to them. The contract is signed. The business is won.

B2C 130

B2C Clients Contract Account management 130

Martech

FEBRUARY 2, 2023

Finally, decide whether or not you need to engage in a formal RFI/RFP process. Will we have a dedicated account manager and technical support, especially with the initial migration? How easy was the set-up process and how long? Subscribe Processing. This is an individual preference. And how much do they cost?

Conversion 110

Conversion Contract Follow-up Account management 110

Martech

JUNE 9, 2022

What does the onboarding process entail and how long will it take? Will we have a dedicated account manager and technical support? What reporting do you provide that will document the ROI from our efforts? What are the training options, i.e., is it online only…or will you send people to our location to train us on site?

Negotiate 110

Negotiate Contract Account management Launch 110

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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 105

B2B Account management Contract Technology 105

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 96

Territory Account management Cross-sell Retail 96

Openview

MAY 29, 2019

Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility. Your team needs to offer outstanding support during the integration process to prove your value to an enterprise company.

Product 93

Product Sell Customers Contract 93

Sales Hacker

MAY 31, 2021

This post isn’t just a list of personalized video tips —it’s a strategy for using video throughout the sales process. Explain the contract. Celebrate that newly minted signature with a video where you congratulate your buyer, explain what’s next, and introduce their account manager, who can also record their own video.

Quota 111

Quota Closing Legal Contract 111

Engage Selling

MAY 3, 2013

A properly defined pipeline and its stages help you organize your sales process and create effective tools and benchmarks for your sales team, making it much easier to predict the future success of your sales force. KPI’s for Account Management and client retention / growth. Average client growth year over year.

Contract 88

Contract Quota Pipeline Sales 88

SalesPop

MARCH 20, 2022

One of the worst things to experience as a customer is getting used to a salesperson, going through the process with them, establishing trust, only to be shifted to a new implementation person as soon as you sign on the dotted line. Redefining the CSM Role.

Customers 98

Customers Contract Sales Account management 98

Sales Hacker

AUGUST 18, 2021

At the heart of our customer success process is a simple two-by-two grid. On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely.

Education 125

Education Contract Pipeline Gaming 125

Partners in Excellence

AUGUST 14, 2014

. “We don’t transfer these calls to managers, I have to send a note to a manager and someone will get back to you. ” They had designed a process that enabled them to manage the workflow and priorities in a way that made them most efficient. The problem was, it made me very inefficient.

Customers 105

Customers Territory Strategize Inside sales 105

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. Business email address Subscribe Processing. It’s the only time we hear from them.”

Contract 98

Contract Account management Represent Clients 98

Martech

JUNE 17, 2024

Failure to renew leads some customers to be shown the fine print in the contract they signed. They have to transition to new customer success reps and account managers, eroding the relationship and trust they built with those people. Email: Business email address Sign up now Processing. Brands are built to last.

Trust 114

Trust B2B Non-Profits Government 114

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Territory 92

Territory Account management Price Contract 92

Heinz Marketing

MAY 20, 2022

Account Management. Account Executives and/or BDRs. Finding #5— A well-defined, proactive process is the best approach to driving retention and expansion. Shifting to a proactive approach to managing customers as opposed to responding to “red” accounts will increase customer retention. Customer Marketing.

Cross-sell 115

Cross-sell Customers Growth Contract 115