The 5% Institute

AUGUST 15, 2023

In the fast-paced world of business, establishing and nurturing strong client relationships is crucial for sustained growth and success. In this article, we will delve into the depths of strategic account management, exploring its key concepts, benefits, implementation strategies, and how it contributes to the overall success of businesses.

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

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

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. We of course help them with this endeavor, but after deep analysis, we almost always observe a large untapped opportunity for growth within their current customer base.

Cross-sell 112

Cross-sell Customers Growth Contract 112

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

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

Partners in Excellence

AUGUST 25, 2014

Let’s say we have a $10M account, and we want to drive 10% growth, year over year. That means we have to find $1M of business in the account. We may get some of it through upgrades with those we are currently doing business with in the account.

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Territory Cross-sell Strategize Account management 122

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

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. For example, if we sell a technology sales people can use, we want every sales person in the company using it. And, of course, there is cross sell.

Growth 71

Growth Cross-sell Strategize Account management 71

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

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

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. How much revenue did that account produce last year?

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

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.

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Cross-sell Price Account management Up-sell 122

SaaStr

JANUARY 31, 2022

Successful strategies rely on the ability to land and expand, hire for growth, implement ABM and account planning, and pivot with agility. 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.

Territory 98

Territory Cross-sell Quota Networking 98

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

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Cross-sell Account management Clients Growth 111

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you.

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Cross-sell Technology Technology GTM 93

SaaStr

FEBRUARY 26, 2021

While many SaaS companies are familiar with acquisition growth efforts, what you might be missing is the massive revenue potential sitting right under your noses. The reason net retention is so necessary is because of its impact on the company –– the greater the NRR, the faster the growth. Three Pillars of Net Retention Growth.

Cross-sell 77

Cross-sell Account management Growth Campaign 77

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. Lead Nurturing. Content Creation.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Heinz Marketing

JANUARY 13, 2022

Account-Based Retention . Target Account Precision . User-Led Growth . Account-based AND Lead-based Funnel Management . Managing Your Marketing Team Culture . Change Management. How the marketing, sales and customer/account management teams work together is also critical to success.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

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

Sales Hacker

MAY 6, 2021

With growth being the top priority of so many companies today, there are a lot of titles that come up in any LinkedIn search that may not be familiar to us. Previously known as President, Executive Vice President, or Senior Vice President, the CRO is responsible for the growth of the company’s revenue.

B2C 104

B2C Pipeline SQL Strategize 104

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

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.

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Customers Contract Cross-sell Account management 83

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. This is essential for companies to improve their overall profitability and achieve sustainable growth. the growth over those that don’t.

Service 69

Service Customers Cross-sell Contact 69

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

AUGUST 7, 2024

Along the way of selling and supporting a product as complex as a Customer Data Platform (CDP), he tackled some of the more common topics go-to-market leaders encounter as they build and scale their customer facing teams. Paul Mander currently leads all of go-to-market for B2B at Optery. The answer is usually inertia.

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Go To Market X-functional Engineering Cross-sell 104

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. Revenue Accountant. Manager-level roles.

Finance 109

Finance Cross-sell GTM SQL 109

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

Gong.io

AUGUST 3, 2022

In this article, you’ll learn how to define customer success, and discover the most important KPIs for measuring retention and growth (and other customer success goals) as well as the value buyers receive from your product. For product-led growth teams, onboarding sequences are generally automated. Upsells and cross-sells .

Customers 87

Customers Cross-sell Contract Price 87

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. Looking for a shortcut to success as a field sales professional? Schedule your free workshop NOW! What is field sales?

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Represent Objectives and Key Results Sales Inside sales 130

Partners in Excellence

MAY 30, 2017

Whether we have a “new account territory,” or an “account based territory,” sales people are accountable: They must have a mindset to pursue 100% share of territory and 100% share of account. They must sell the entire product portfolio. Hunters In Major Accounts? No Room For Farmers!

Territory 73

Territory Cross-sell Account management Prospecting 73

Sales Hacker

NOVEMBER 16, 2021

Without automation, optimization and growth will suffer, ultimately resulting in poor ROAS. 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. Key features: Agency management options.

Lead generation 119

Lead generation Price Campaign Cross-sell 119

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Sales Hacker

MAY 10, 2021

If you have products to sell online , you need the two teams to work together for revenue and margin growth. Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. It also allows you to upsell and cross-sell existing clients.

Cross-sell 68

Cross-sell Customers Referrals Pitch 68

Partners in Excellence

MAY 3, 2022

As we work with managers trying to find the budget to justify a solution, we focus on finding the money through cost avoidance, productivity improvements, and so forth. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. But that requires us to sell differently.

Strategize 102

Strategize Territory Cross-sell Finance 102

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. Scale is not the same thing as growth. I need to understand the impact the numbers and varying stages and degrees, and I hate arbitrary growth numbers. They’re like, “We have a growth goal of 20% this year.”

Cross-sell 81

Cross-sell Clients Growth Up-sell 81

Sales Hacker

SEPTEMBER 24, 2018

To put things in context, sales engagement platforms are the selling world’s version of the cell phone and email when it comes to sheer transformative power. The company was also in rapid growth mode at the time and needed a highly intuitive tool that enabled new reps to ramp quickly and begin selling. .

Cross-sell 81

Cross-sell Sales CRM Quota 81

Sales Hacker

JUNE 2, 2021

I always recommend my clients create a sales enablement council: Purpose: build relationships and trust with monthly cross-functional collaboration. Participants: marketing, product marketing, product management, sales, HR and sales enablement. Goal: bring together all of the key contributors in creating a successful sales environment.

Sales 117

Sales Pipeline Cross-sell Sports 117