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

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 129

B2B Cross-sell Pharmaceutical Account management 129

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

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. In this scenario, product users are maybe presented with a new feature or exposed to a new subscription level while they’re actively leveraging the product. Account Management. Customer Success.

Cross-sell 115

Cross-sell Customers Growth Contract 115

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.

Cross-sell 129

Cross-sell Closing Service Prospecting 129

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

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. This presents challenges for sales professionals: How do we know when the customer is going to buy? In crass sales terms, growing our share through cross sell and upsell.

Cross-sell 122

Cross-sell Represent Account management Quota 122

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

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 98

Territory Account management Cross-sell Retail 98

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

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

SalesforLife

SEPTEMBER 30, 2019

Fast-forward to the present, and now that number is 50-50. 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.

Prospecting 96

Prospecting Quota Cold Call Cross-sell 96

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. Revenue Accountant. Manager-level roles. Director-level roles.

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. These representatives travel to meet with customers, make sales presentations, and close deals. What is field sales?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Partners in Excellence

NOVEMBER 26, 2018

Within organizations, executives proudly present their transformation strategies. Instead most organizations are training on yesterday’s skills–questioning, objection handling, prospecting, qualifying, account management, deal management, closing, and so forth. They may even be sustainable.

Objection handling 82

Objection handling Cross-sell Technology Technology 82

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

APACSMA

DECEMBER 14, 2023

Learn how to sell effectively in a remote or virtual environment. Social Selling Specialist Certified Social Selling Specialist Program Be able to use social media to generate leads and build relationships with prospects. Be able to demonstrate and present solutions to potential customers.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

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

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. Create cross-departmental relationships. 2) Truly Believe in What You’re Selling. John Dukes, Sales Manager. Dan MacAdam, VAR Channel Account Manager. Corey Beale, Director of Sales.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

SaaStr

JULY 7, 2023

Humans selling to humans is a much more effective practice for that pathway to 140% NRR. Tactic #8: Build Enduring Review Programs Most SaaS companies are present on one of the review sites and working to climb the grids because those turn into new acquisition revenue too. So how do you build an enduring review program?

Referrals 97

Referrals Gaming Non-Profits Campaign 97

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

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

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

PandaDoc

AUGUST 9, 2023

But despite being ever-present and necessary for career development, it’s surprising how many profiles don’t receive passing grades. It’s a space where freelancers, content creators, salespeople, marketers, managers, and executives can reach out to one another and network. It’s another channel to sell your message to prospects.

Networking 83

Networking Legal Cross-sell Prospecting 83

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Cross-sell 103

Cross-sell Legal Contract Price 103

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. We’ve all been there. Sales training programs are often like that — but they don’t have to be.

Technique 92

Technique Negotiate Pitch Inside sales 92

SalesLoft

JULY 10, 2023

Regularly presents coachable moments and deal gaps to prevent end-of-quarter surprises. 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. So, is there a better way to communicate with them?

Cross-sell 40

Cross-sell Account management Technology Technology 40

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

The 5% Institute

APRIL 8, 2020

By having a manager in place to help with the on-boarding process, the higher likelihood the client will be successful using what it is that you sell – which then creates the opportunity for potential referrals too. What Are Some Customer Success Manager Responsibilities? Related article: Cross Selling – Your Ultimate Guide.

Cross-sell 40

Cross-sell Customers Referrals Clients 40

Gong.io

JULY 27, 2022

When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities. QBRs can also be used to identify growth opportunities within an account. A lot can change in three months. Celebrate and reinforce successes .

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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. Always exciting to see our numbers continue to grow. As we see more A.I.

Pipeline 72

Pipeline Cross-sell Sales Up-sell 72

The Lost Book of Sales

JULY 12, 2021

High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Tips on whole product management.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Give presentations and demos. When I moved from a dance career to sales, I had zero experience selling a product.

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. I also had a wonderful boss who taught me how to communicate and present to an executive-level audience and I''m still grateful for that training.

Healthcare 78

Healthcare Hospitality Finance Consult 78

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Sales 52

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. What I mean is that even to sell let’s say, to a customer in London.

Price 111

Price Start-ups Up-sell X-functional 111

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory 44

Territory Cross-sell Up-sell Objection handling 44