The 5% Institute

APRIL 2, 2020

In the world of business and sales, there are so many terms and definitions – so what is account management? And what are the benefits of account management? In this article, you’ll learn what is account management, as well as what are the benefits of having account management in place.

Account management 52

Account management Cross-sell Consult Clients 52

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management?

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

Martech

JUNE 12, 2024

Your sales and account management teams may already be using some of your prospecting content in relationship building. First, utilize the same martech tools used to identify prospects to upsell, cross-sell and retention opportunities. Are there certain products or services they need? Services 1.

Customers 125

Customers Cross-sell Education Account management 125

RAIN Group

APRIL 10, 2024

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

Cross-sell 52

Cross-sell Clients Sell Represent 52

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management 52

Account management Negotiate X-functional Cross-sell 52

SalesPop

JULY 9, 2021

For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Yet account management still requires planning, resources, time and energy.

Account management 52

Account management CRM Cross-sell Strategize 52

SaaStr

SEPTEMBER 27, 2024

If you train a new rep on every product, they should be able to sell each one as effectively as the last, right? The easiest way to visualize this is three teams selling stuff at Rippling. The account management team who owns every customer post-sales. An account manager owns a dollar quota like an AE.

Growth 126

Growth Quota Account management Cold Call 126

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. They have also been trained in concepts like customer management, LTV and the financial value of loyalty. It didn’t even make the Sagefrog priority list in 2022.)

B2B 136

B2B Cross-sell Pharmaceutical Account management 136

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

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

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 121

Territory Account management Cross-sell Sales 121

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

Partners in Excellence

AUGUST 30, 2022

They had invested a lot in training, content, and other programs to support the account based selling focus. People were going through the motions of developing their account plans, they would review them with management, then they went back to doing their jobs in the way they had always done them.

Sell 129

Sell Territory Cross-sell Referrals 129

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 121

Cross-sell Price Account management Up-sell 121

Heinz Marketing

MAY 20, 2022

With PLG, marketers use tools to leverage data that shows how employees at customer accounts are interacting with their product. Account Management. Account Executives and/or BDRs. There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. Customer Marketing.

Cross-sell 113

Cross-sell Customers Growth Contract 113

Sales Hacker

JULY 3, 2020

We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. The company I work for primarily sells to marketing teams. But our content marketing services can impact human resources, customer service, investor relations, sales, and account management as well.

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Cross-sell Closing Service Prospecting 128

Partners in Excellence

AUGUST 25, 2014

We may get some of it through upgrades with those we are currently doing business with in the account. But we probably won’t achieve all the growth we need to achieve by relying on upgrades and cross sell to our current customers. What are the other parts of the organization we should be working with?

Territory 122

Territory Cross-sell Strategize Account management 122

Partners in Excellence

SEPTEMBER 4, 2013

Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner. In crass sales terms, growing our share through cross sell and upsell. I think there is a different view of the buying cycle, one that is more “squishy.”

Cross-sell 125

Cross-sell Represent Account management Quota 125

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” 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.

Territory 105

Territory Account management Cross-sell Retail 105

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.

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Cross-sell Objectives and Key Results Account management CRM 98

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. The Top 7 Best Salesforce Automation Tools. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

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

Sales Hacker

JULY 25, 2022

Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Building an account manager dashboard.

Engineering 108

Engineering Objectives and Key Results Cross-sell Pipeline 108

Veloxy

NOVEMBER 29, 2021

Yet, how it can shape selling for your company can be revolutionary for you. When using predictive sales software like Veloxy, salespeople can drill down into the necessary dashboards and reports to see the upcoming buyer signal notifications and guided selling recommendations. Lead Scoring. Content Creation.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. You need to have the people already in place when you’re looking to hire for senior account management. Accountability to review.

Territory 98

Territory Cross-sell Quota Networking 98

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

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 99

Cross-sell Contract Price Finance 99

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. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

SaaStr

JANUARY 30, 2023

To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. With the growth of account management, Deel grew the business from 50 million ARR in December 2021 to 100 million ARR by the first quarter of 2022.

Cross-sell 111

Cross-sell Account management Clients Growth 111

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. This is all good business practice and should be anticipated by selling organisations. But frequently, account teams are unaware of how customers manage suppliers.

Customers 83

Customers Contract Cross-sell Account management 83

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. If they sell nothing in a month, their salary is zero.

Commission 101

Commission Quota X-functional Non-Profits 101

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. Your account plan should include very strong cross sell and upsell plans. You should have plans to go into the current divisions you work with, finding ways to upsell or to sell a wider variety of products.

Territory 110

Territory Cross-sell Negotiate Account management 110

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. Boost sales with proactive service, upselling, and cross-selling To revamp your contact centers, you should transform service agents into trusted customer advisors.

Service 69

Service Customers Cross-sell Contact 69

SalesforLife

SEPTEMBER 30, 2019

There are only a few major sales methodologies on this planet that have been rooted in prospecting; most sellers are strong at account management and account planning skills – but prospecting is just not a skill that sellers are refining repeatedly. And that’s something you as a leader need to think carefully about.

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Prospecting Quota Cold Call Cross-sell 96

SaaStr

FEBRUARY 26, 2021

Terminus reorganized its org structure to move new business, retention and account management under the CRO. They moved dedicated resources to grow their customer marketing and created a new account management team that previously did not exist. Always have more to sell. Creates advocates.

Cross-sell 76

Cross-sell Account management Growth Campaign 76

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. 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. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 104

B2C Pipeline SQL Strategize 104