Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

Territory 115

Territory Account management Cross-sell Sales 115

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

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

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? You want to ensure you have cross-functional alignment and that this isn’t another squirrel you’re chasing. Do you have a core portion of your team equipped to sell upmarket? When Should You Move Upmarket? Look at your team.

Cross-sell 120

Cross-sell Price Account management Up-sell 120

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

InsightSquared

FEBRUARY 27, 2018

Countless tools will integrate with your CRM to send it information on what content a prospect or lead is consuming, what pages they have viewed, or what events they have gone to. Thankfully though it’s far from impossible to send that data to your CRM and the value is immense. That’s far, far different than website activity.

CRM 61

CRM Cross-sell Pipeline Account management 61

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Veloxy Docomotion ZoomInfo Qualtrics LevelEleven TaskRay Apptoto. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Veloxy

NOVEMBER 29, 2021

These data-driven insights use both historical and stored data, such as CRM and engagement data, along with statistical algorithms and machine learning to push these predictions to your sales force. Yet, how it can shape selling for your company can be revolutionary for you. Lead Scoring. Content Creation.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Hacker

JULY 25, 2022

Dashboards integrate with your CRM so you can instantly see performance data, trends, and progress-to-goal. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. SDR manager’s goal: Coach reps to keep the top of the funnel full. Building an account manager dashboard.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Sales Hacker

NOVEMBER 16, 2021

WordStream is designed to make DIY PPC management easier and more streamlined. It allows marketers and sales teams to create, manage, monitor, and optimize PPC campaigns from one dashboard. It offers time-saving alerts, workflow tools, and a cross-platform reporting dashboard. Key features: Agency management options.

Lead generation 126

Lead generation Price Campaign Cross-sell 126

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Sales Hacker

MAY 6, 2021

Upon their first 90 days, the best VPs of Sales will even bring over an army of sales reps, sales managers, and business development professionals who would follow them to the ends of the earth from previous experience as either peers or reports of this individual. And this is exactly why you hired them!

B2C 121

B2C Pipeline SQL Strategize 121

Sales Hacker

SEPTEMBER 24, 2018

By bridging the gap between your system of records (the CRM) and your system of action (your marketing automation tools and sales playbook), sales engagement platforms supercharges rep productivity, accelerates sales flow, and helps drive revenue. A single sales rep or account manager — however skilled and driven — can only do so much.

Cross-sell 93

Cross-sell Sales CRM Quota 93

Sales Hacker

APRIL 21, 2021

SDRs are ready to start calling but first they must dedupe dozens of contacts just dumped into their CRM. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Revenue Accountant. Manager-level roles. Revenue Operations Manager.

Finance 116

Finance Cross-sell GTM SQL 116

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Some companies also offer training in business processes, such as CRM and sales forecasting. Schedule your free workshop NOW! What is field sales?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

ConversionXL

MARCH 20, 2019

Choosing the right account-based marketing software can be a messy process. Some companies sell relevant software but not explicitly for ABM. Whether you need certain tools depends on the scale of your program or your target accounts. Demandbase’s costs place it in the 96th percentile for “Marketing Account Management” software.

Real Estate 117

Real Estate Contact B2B Campaign 117

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. How the marketing, sales and customer/account management teams work together is also critical to success. Target Account Precision. Who do you sell to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. using Zoom, Skype, email, and CRM). Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in.

Commission 94

Commission Territory Finance Inside sales 94

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? So those are the metrics we advise customers to measure.

Sell 58

Sell Cross-sell Account management CRM 58

SBI

JULY 1, 2020

Revegy and Finlistics , a B2B sales leadership company that promotes insight-led selling, collaborated on a content series detailing the critical ways in which delivering impactful insights to your customers and prospect positions sales and strategic account teams to develop strategic partnerships.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. The Board and executive team need to understand that you can’t simply flip a switch and tell your existing reps to start selling to Enterprise customers. Post-Sales Account Management (Commercial).

Product 67

Product Contract Cross-sell Account management 67

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. AEs (Account Executives).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

The 5% Institute

APRIL 17, 2020

Inside sales is generally associated with Sales Professionals who work from an office location, and speak with their potential clients by phone, email, CRM platform or something similar. Outside Sales Professionals are usually associated by larger B2B executive clients and sell higher ticket products or services. What Is Inside Sales?

Outside Sales 52

Outside Sales Inside sales Cross-sell Sales 52

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

SaaStr

MARCH 8, 2019

We had a hell of a time implementing, because we had to put in a concept management system, put in a blog, hire an SEO guru, hire a social media, blah, blah, blah, and then build the CRM. I think inside of big companies the way they used to sell is you call high. Product really is trying to sell. It’s the same car.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Sales Hacker

DECEMBER 12, 2017

of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. My general rule of thumb on sales comp is that a salesperson should be able to calculate their paycheck based on the data in your CRM and your plan. How to Address Comp Plans for Selling New Products.

Quota 98

Quota Non-Profits Sales Drivers/motivators 98

Salesforce

NOVEMBER 16, 2023

While it can be obvious that the seller and sales leadership play a key role in setting their revenue forecasts for a given period, it’s also important to consider the role of customer success or account managers, technical resources, and even channel sales. See how analytics can improve your revenue forecasts Learn how NTT Ltd.

Process 59

Process Territory Objectives and Key Results Pipeline 59

Partners in Excellence

FEBRUARY 17, 2016

But they do the standard things they always do, crossing their fingers and hoping they’ll win. Or they get some coaching from their manager, brainstorming ideas, arriving at an action plan. I had the good fortune of spending my formative years in selling at IBM. At the time, I think we were masters of big deals.

Cross-sell 73

Cross-sell Price Pitch CRM 73

Heinz Marketing

APRIL 8, 2019

This week, Liz Michaud joins me in an episode I entitled “The power of relationship selling: New research, insights and opportunities for B2B organizations” Matt: Well thank you everyone for joining us on another episode of Sales Pipeline Radio. I mean I know I spend time in CRM and LinkedIn literally every day.

Pipeline 75

Pipeline Cross-sell Sales Up-sell 75

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 81

Technology Technology Cross-sell Referrals 81

SalesLoft

JULY 10, 2023

Reduces the amount of manual and administrative work with automatic CRM sync. Accommodates large buying committees and account-based selling. Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Simplifies mass marketing upsell and cross-sell efforts.

Cross-sell 40

Cross-sell Account management Technology Technology 40

PandaDoc

AUGUST 9, 2023

It’s a space where freelancers, content creators, salespeople, marketers, managers, and executives can reach out to one another and network. Your LinkedIn profile is where you sell yourself to other professionals and prospects. It’s another channel to sell your message to prospects. This is a massive oversight.

Networking 83

Networking Legal Cross-sell Prospecting 83

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! Tasks like updating a field after each buyer engagement are handled by our CRM sync, ensuring that all your reps’ time is focused on selling and generating pipeline. This is also where real-time CRM sync comes in.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. And that’s just the sell side. Sellers forget to log things in the CRM. A sale is not a one-time — or even a one-team — thing. Territories change.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 59

Cross-sell Territory Up-sell Growth 59

Heinz Marketing

NOVEMBER 5, 2018

Marketing isn’t talking to the customer nearly enough by default as sales and account management is. Man almost by definition it’s probably true in most organizations, marketing isn’t talking to the customer nearly enough by default as sales and account management is. is another. You got to understand.

Pipeline 72

Pipeline UX B2B Sales 72