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

Partners in Excellence

AUGUST 25, 2014

I have to find those opportunities and earn them by creating great value with those individuals in the account. So a key purpose of the account plan is that it’s a structured prospecting plan. Our account planning has to focus on finding new opportunities within the account.

Territory 118

Territory Cross-sell Strategize Account management 118

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

SEPTEMBER 27, 2024

The prospect had posted on LinkedIn that their father had passed, so the AI template said, “Saw your father passed away. 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. Sorry to hear that.

Growth 128

Growth Quota Account management Cold Call 128

Sales Hacker

JULY 3, 2020

There are six key questions you need to consider to get to the core of how your services can help your prospective clients’ businesses. 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.

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? One way is by talking to your customers and prospects.

Cross-sell 121

Cross-sell Price Account management Up-sell 121

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. It may be calls by members of the team.

Territory 115

Territory Account management Cross-sell Sales 115

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

Heinz Marketing

MAY 20, 2022

Account Management. Account Executives and/or BDRs. By focusing on “CLV, upsell rate, and new revenue growth through cross-sell and advocacy influence” CS teams become more aligned with the entire revenue engine. In this way, we know which levers we can potentially pull to drive more and larger expansion deals.

Cross-sell 115

Cross-sell Customers Growth Contract 115

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Related: The Definitive Guide to Sales Prospecting With Proven Outreach Methods. SDR manager’s goal: Coach reps to keep the top of the funnel full.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

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. They all reflect a common theme: at the end of the day, Sales should be about helping prospects. Be genuinely curious about your prospect''s professional and personal life so you can form real relationships.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

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. Dig deeper: 4 steps to turn a prospect into a loyal customer 4.

B2B 128

B2B Cross-sell Pharmaceutical Account management 128

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

Salesforce

APRIL 2, 2025

” The prospect is now in a sales cycle without realizing it. Faster sales cycles : When prospects can tactically engage with your product or service, they understand its value and impact immediately. Data-driven insights: Usage data provides insights into how prospects and customers interact with the product or service.

Product 52

Product Territory Sales Price 52

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 Executive (AE). Account Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

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

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. You need to have the people already in place when you’re looking to hire for senior account management. Key Takeaways.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

NOVEMBER 16, 2021

Use prospect search filters. Mailshake is a lead generation tool that lets brands automate their prospecting outreach via email, social, and phone. Unlike traditional email marketing solutions, this automated solution enables you to send personalized cold emails at scale, then engage with these prospects via phone and social.

Lead generation 126

Lead generation Price Campaign Cross-sell 126

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. The account plan is really a sort of focused prospecting plan. Your account plan should include very strong cross sell and upsell plans. The term ” wallet share” comes from the banking industry.

Territory 103

Territory Cross-sell Negotiate Account management 103

Hubspot

JUNE 8, 2021

They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel. Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep. Inside Sales Rep.

Commission 94

Commission Territory Finance Inside sales 94

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

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. What happens to your account-based motion now? Who do you sell to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

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. Source: Crazyegg. The opposite situation is also true, of course.

Cross-sell 80

Cross-sell Customers Referrals Pitch 80

Sales Hacker

DECEMBER 22, 2020

Salespeople are often wasting time fumbling around with junk leads, static lists, and haphazardly reaching out to accounts they aren’t yet ready to close. million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. Check out outreach.io for more information.

Cross-sell 103

Cross-sell Clients Growth Up-sell 103

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. What does it look like when the instruments (lines of business) are out of sync?

Sales 119

Sales Pipeline Cross-sell Sports 119

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

NOVEMBER 26, 2018

Instead most organizations are training on yesterday’s skills–questioning, objection handling, prospecting, qualifying, account management, deal management, closing, and so forth. Don’t get me wrong, some of these things may be helpful. They may even be sustainable.

Objection handling 82

Objection handling Cross-sell Technology Technology 82

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 116

Finance Cross-sell GTM SQL 116

Partners in Excellence

OCTOBER 26, 2016

We prospect within a segment–but still aren’t connecting with customers as effectively as we would like. Geoffrey Moore’s work in Crossing The Chasm gives us one model to look at at how customer maturity impacts our success in engaging customers. We may further be segmenting the buyers within enterprises by persona.

Customers 96

Customers Minimum Viable Product Cross-sell Launch 96

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 66

Territory Cross-sell Account management Prospecting 66

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. Field sales representatives are responsible for generating leads, prospecting potential customers, and closing sales deals in person.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

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

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

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

APACSMA

DECEMBER 14, 2023

For instance, the early adoption of social media as a sales tool differentiated thriving professionals who harnessed it for connecting with prospects and closing deals. Building relationships, nurturing prospects, and closing deals take time. Learn how to sell effectively in a remote or virtual environment. Proactivity is key.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Highspot

NOVEMBER 6, 2020

But standing out to prospects in our cluttered digital sales landscape is difficult. How can salespeople cut through the noise and drive impactful engagements with prospects? Done right, an effective sales engagement strategy will ensure that your sellers know how and when to reach customers, leaving no prospect behind.

Cross-sell 72

Cross-sell Sales Launch Prospecting 72

Hubspot

FEBRUARY 21, 2012

But when Marketing leaves upselling and driving referrals to Sales and Account Management, as it so often does, it eliminates the possibility of using the inbound content it's constantly creating to drive more revenue from its existing customer base. Use Your Product Pages to Cross Sell. What did they buy?

Referrals 72

Referrals Customers Cross-sell Lead generation 72