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

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 117

Territory Account management Cross-sell Sales 117

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 114

Customers Cross-sell Education Account management 114

Partners in Excellence

SEPTEMBER 4, 2013

Too often, we think of the customer’s buying process as something that, once we understand it, is fairly structured and defined. Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner.

Cross-sell 123

Cross-sell Represent Account management Quota 123

SaaStr

SEPTEMBER 27, 2024

AI can help with a bunch of the process pieces for outbound along the way, but it hasn’t quite gotten good at booking demos over the phone yet. If you train a new rep on every product, they should be able to sell each one as effectively as the last, right? The account management team who owns every customer post-sales.

Growth 125

Growth Quota Account management Cold Call 125

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

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

Salesforce

APRIL 2, 2025

This shifts the sales focus from persuasion to value demonstration, making the process more customer-centric. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. The data may also reveal areas for product or service improvement.

Product 79

Product Territory Sales Price 79

Sales Hacker

JULY 3, 2020

It all boils down to your discovery process. 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. 6 Questions to Close Cross-Departmental Deals. This might sound overwhelming, but it’s doable.

Cross-sell 129

Cross-sell Closing Service Prospecting 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? You’ll also need to look at your sales process.

Cross-sell 117

Cross-sell Price Account management Up-sell 117

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

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. Finding #5— A well-defined, proactive process is the best approach to driving retention and expansion. Customer Marketing.

Cross-sell 115

Cross-sell Customers Growth Contract 115

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 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

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? 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.

Customers 102

Customers Contract Cross-sell Account management 102

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

APRIL 6, 2022

Sales teams are often forced to use manual processes that result in errors, inaccuracies, and wasted time. And these manual processes take sales reps away from their most important activity: selling. The purpose of CPQ software is to simplify complex pricing and expedite the quote-to-cash process. What is CPQ?

Cross-sell 108

Cross-sell Contract Price Finance 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. Content is an important part of the sales process.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

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 100

Territory Account management Cross-sell Retail 100

Highspot

MAY 3, 2024

But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance.

Cross-sell 93

Cross-sell Technology Technology GTM 93

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.

Go To Market 122

Go To Market X-functional Engineering Cross-sell 122

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Do you have time not to sell me your product? Sam Blond | CSO @ Brex. Kristen Habacht | VPS @ Atlassian. Jason Lemkin: I’ll give folks just a minute to come back. Sorry about that, everybody.

Process 101

Process Sales Quota Commission 101

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

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. Driving the organization’s revenue operations processes and technology to sustain long-term growth and retention.

B2C 121

B2C Pipeline SQL Strategize 121

Sales Hacker

MAY 10, 2021

Insights gained from your customer support agents can improve the process of pitching, converting, and retaining leads. This guide will look at how you can include the support team in the sales process. If you have products to sell online , you need the two teams to work together for revenue and margin growth. Reduce churn.

Cross-sell 80

Cross-sell Customers Referrals Pitch 80

SaaStr

FEBRUARY 26, 2021

Terminus reorganized its org structure to move new business, retention and account management under the CRO. To prioritize your people, you need a reliable process that caters to customers. They moved dedicated resources to grow their customer marketing and created a new account management team that previously did not exist.

Cross-sell 80

Cross-sell Account management Growth Campaign 80

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 107

Cross-sell Account management Clients Growth 107

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

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 116

Finance Cross-sell GTM SQL 116

Salesforce

NOVEMBER 16, 2023

Grow smarter Involve the right people in a consistent process Keep the right people involved and accountable so everyone has ownership of forecasting accuracy. Defining a consistent process can give your sales teams the framework they need to keep forecasts up-to-date.

Process 59

Process Territory Objectives and Key Results Pipeline 59

Hubspot

APRIL 2, 2021

It doesn't get much buzz in the marketing industry, but this process is responsible for the targeted ads we see today. Let's dive into this process of which so many of us are on the receiving end. Programmatic buy – The buying process is done using automated technology. That's where media buying comes in. Media Buying Tips.

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Sales Hacker

NOVEMBER 16, 2021

This lets you automate leads across your customer journey and manage them for better conversion. The more you automate your lead generation process, the more streamlined your sales funnel will be. It combines B2B data, data outsourcing, and robotic process automation, to increase qualified leads exponentially.

Lead generation 126

Lead generation Price Campaign Cross-sell 126

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Nearly half of their time is spent selling remotely (i.e. Account Manager. This is where account managers come in. In 2021, the average base salary for an account manager.

Commission 94

Commission Territory Finance Inside sales 94

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

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. . Buyers own the conversation.

Cross-sell 93

Cross-sell Sales CRM Quota 93

Partners in Excellence

MAY 1, 2017

If I were to assess the worlds of buying and selling through much of what I read, I would come up with the conclusion that Customers and Sales people are on diverging paths, we are doing as much to minimize our interactions with each other. From a sellers perspective helping us sell more efficiently. Sales needs these customers too!

Customers 73

Customers Cross-sell Sales Account management 73