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 101

Territory Account management Cross-sell Retail 101

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. Or we design our account coverage based on what’s most effective for us, not the way the customer wanted to buy? The process of managing these strategic accounts was very complex and resource intensive.

Customers 110

Customers Territory Strategize Inside sales 110

SaaStr

SEPTEMBER 8, 2024

As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee. At some point it became obvious we had to send a team out.

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. Related to the previous point, how does this initiative support the corporate strategic objectives. They don’t know how to work with legal and contracting. We tend to take for granted that our customers know how to buy.

Customers 131

Customers Contract Legal Negotiate 131

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

Hubspot

JUNE 6, 2019

National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. In this role, you’d serve as the liaison for client relationships, communicating sales and marketing messages and assisting in the management of the account. Sales Operations Manager.

Finance 88

Finance SQL Strategize Account management 88

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 85

Customers Contract Cross-sell Account management 85

Sales Hacker

OCTOBER 11, 2024

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. Sustained success demands a strategic approach backed by powerful technology. You can’t change what’s already happened. What you can do is focus on metrics that lead to those results.

GTM 104

GTM X-functional Pipeline Construction 104

Search Engine Land

JUNE 26, 2023

Aligning business goals Leadership support ensures strategic alignment of SEO tools with broader business objectives, integrating SEO efforts into the overall business strategy from the start. Contract negotiation : Negotiate terms and conditions, including pricing, payment terms, and warranties.

Process 101

Process Negotiate Contract Legal 101

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. Scaling sales operations. Want to learn more about CPQ?

Cross-sell 103

Cross-sell Contract Price Finance 103

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 100

Territory Commission Outside Sales Account management 100

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate. Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

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. Contract Negotiation.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

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 94

Legal Cold Call Contract Inside sales 94

Miller Heiman Group

APRIL 9, 2019

Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. Even as you strategically make a Focus Investment, you must be cognizant that this incentive is unsustainable. Miller Heiman Group specializes in helping sellers win more deals using the Large Account Management Process.

Territory 92

Territory Account management Price Contract 92

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). . The bigger the purchase, the more buyers there are on both sides of the table, and the longer it will take to get a signed contract. .

SQL 98

SQL Strategize Strategic planning Consult 98

PandaDoc

MAY 30, 2019

Offer strategic discounts. Send better contracts. To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. Interact strategically with prospects. Offer strategic discounts. Qualify leads better.

Contract 75

Contract Negotiate Sales Strategize 75

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. Expansion: We’ve got some presence within an account, we want to grow that. Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies. Hunters In Major Accounts?

Growth 71

Growth Cross-sell Strategize Account management 71

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. For PPC marketers, ChatGPT also unlocked game-changing potential.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

Search Engine Land

FEBRUARY 27, 2024

You’re hiring an agency to manage on your behalf, but that doesn’t mean that you shouldn’t own the work. What does a typical contract term look like? Do they lock you into long contracts without an out clause? It also helps ensure they have a deep technical and strategic knowledge of finding opportunities.

Retail 94

Retail Clients Contract Campaign 94

Smarter With Gartner

AUGUST 24, 2021

Download now: Strategic Roadmap for Accelerating Sales Growth. Term-based contracts’ costs are fixed and based on access not usage. A new contract results in a new revenue stream, but the resale opportunity occurs at the end of a predetermined time period, not the product’s end of life. What is a subscription business model?

Contract 59

Contract Commission B2B Account management 59

Search Engine Land

NOVEMBER 13, 2023

The solutions to client churn Client churn can be tackled from multiple angles, involving refined account management processes and strategic use of data-driven marketing techniques. This contract outlines services provided, performance targets, backup strategies, and contact hours.

Clients 90

Clients Objectives and Key Results Referrals Non-Profits 90

Heinz Marketing

MARCH 6, 2019

Another key step is to align resources to accounts – this is where account tiering is critical. If I scale my efforts to additional accounts, often I’m expanding from, say, top strategic accounts into broad enterprise or commercial. These accounts don’t justify the same investment.

B2C 73

B2C Drivers/motivators B2B Account management 73

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

Salesforce

SEPTEMBER 10, 2024

Agents should have the same holistic view of customer interactions , via your customer relationship management (CRM) platform, as the sales, marketing, and account management teams. When used strategically, AI-powered upselling and cross-selling can transform your contact center into a sales powerhouse.

Service 69

Service Customers Cross-sell Contact 69

Search Engine Land

JUNE 26, 2024

Good communication and dedicated account management are crucial. Link building companies mentioned in this article specialize in securing valuable, long-lasting links through ethical and strategic methods. The right strategic partnership will help you navigate the complexities of SEO and achieve lasting online growth.

Service 73

Service Real Estate Strategic partnership Niche 73

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Dedicated Customer Account Manager. Enterprise sales reps need to have business expertise, process management skills, and strategic planning to be able to close the deal. It’s a more strategic, creative sale. Customized Training.

Cross-sell 94

Cross-sell Legal Contract Price 94

Search Engine Land

FEBRUARY 15, 2024

This is often the best way to assess where the site is today so that your vendor can recommend a strategic path for the next steps. While not being locked into a contract can be a nice thing for clients, it’s important to understand there is a time frame in which to achieve results. You might, for example, start with an SEO audit.

Consult 116

Consult Clients Engineering Technique 116

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. Full time offer with Intel on their strategic finance team. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations.

Finance 111

Finance Cross-sell GTM SQL 111

Search Engine Land

NOVEMBER 21, 2022

With just a few strategic pieces in place, content marketing can work outrageously well. That team usually includes project and account managers, content strategists, content writers, editors, SEO experts, graphic designers, consultants, salespeople, and more. What is a content marketing agency?

Niche 91

Niche Healthcare Clients Engineering 91

Sales Hacker

OCTOBER 10, 2019

The tendency in modern B2B SaaS orgs is to record most of the transactional data in the opportunity or account objects. Most are familiar with the concept of a quote and contract to finish a sale, and recording this data in Salesforce objects is vital for reporting metrics. Assign the SDR teams accounts strategically.

Government 65

Government Process Objectives and Key Results Commission 65

Gong.io

JULY 27, 2022

For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. Align with strategic goals. QBRs can also be used to identify growth opportunities within an account. Goals change. Image Source ).

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers. Stewart : When I was speaking before about the difference between account management and sales, it totally depends on your perspective.

Start-ups 145

Start-ups Real Estate Product Networking 145

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals.

Negotiate 52

Negotiate Territory Contract Technique 52

SaaStr

SEPTEMBER 18, 2020

” They’ve taken a different approach, invested in management along the way, invested in HR and strategic HR, and up scaling their employees. But I think the learning for me here is if you hire great managers, you can outperform any investment in automation. What does not having the right account structure?

Account management 98

Account management Engineering Launch Start-ups 98

Martech

FEBRUARY 24, 2022

The platform defines rules and milestones with an autodialer to strategically manage calls in line with team availability and caller behavior. For example, a New Lead call goes to the sales team, whereas an Existing Client call may go to their account manager. Data is encrypted with Secure Socket Layer technology (SSL).

E-commerce 98

E-commerce Healthcare Real Estate Appointment 98

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. The first was as a Strategic Account Manager where I had a handful of named accounts. That’s a four million increase in a contract. What You’ll Learn.

Consult 68

Consult Contract Closing Up-sell 68