Martech

NOVEMBER 1, 2024

As customer acquisition costs climb and economic pressures mount, B2B companies must look beyond the classic approach to chasing new accounts. Account-based expansion — targeting growth within existing customer accounts — could be the key to sustainable growth, faster sales cycles and lower acquisition costs.

Growth 134

Growth GTM B2B Strategize 134

RAIN Group

DECEMBER 4, 2024

What Is Strategic Account Management? Strategic account management (SAM) is a systematic approach to managing and growing an organization's most important customers (often referred to as key accounts) to maximize mutual value and achieve mutually beneficial goals.

Account management 78

Account management Strategize Customers Sales 78

Hubspot

MARCH 7, 2023

Account managers are the liaison between a company and its clients. Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. You can practice formulating answers that highlight your skills as an account manager.

Account management 80

Account management Clients Contact CRM 80

Martech

AUGUST 12, 2024

Worse still, bad data creates huge costs for companies, like wasted labor, lost revenue, and higher customer churn. Knowing where contacts are in their customer journey lets you see whether they should be handed off to sales or further nurtured by Marketing — and how to communicate with them when you do.

CRM 118

CRM Contact Account management Follow-up 118

Understanding the Sales Force

AUGUST 3, 2022

If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. If a rep is selling consumables and/or supplies of some kind, they'll continue calling on those customers who buy. But then what? But what if they aren't selling consumables?

Account management 118

Account management Territory Gaming Up-sell 118

Membrain

JUNE 2, 2021

Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one.

Account management 127

Account management Customers Growth 127

SaaStr

MAY 21, 2024

So G2 put out a survey and report on customer success recently that was an eye-opener: 67% of CS execs report having a sales quota 53% of CS execs now view their job as primarily a sales role Now some of this may be semantics. Business software companies have had “account managers” responsible for upsell since the earliest days.

Quota 128

Quota Customers Account management Sales 128

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 108

Customers Account management Real Estate Contract 108

Sales Pop!

APRIL 10, 2022

Customizing Details. For every one of the entities viewable in Pipeliner—opportunity, account, contact, lead, task and activity—the user has always been able to view various entity details. For example, if you have an account for a partner, you’re likely to have a different sales process requiring different fields.

Pipeline 227

Pipeline CRM Account management Contact 227

Martech

AUGUST 12, 2024

This month, the big news is all about improved data management, making customer interactions smoother and cutting down the time you spend on busy work. Sales teams, get ready to level up with awesome new tools for managing leads. It is not designed for 1-to-1 sales or customer support conversations.

CRM 118

CRM Pipeline Contact Conversion 118

Martech

JUNE 12, 2024

So, why don’t we consistently use those strategies on existing customers with a higher brand understanding? Many marketing teams neglect the opportunity to engage and upsell customers using proven, data-driven prospecting techniques. Customer marketing and prospecting are not the same. Watch for patterns in page path analysis.

Customers 115

Customers Cross-sell Education Account management 115

SaaStr

JUNE 10, 2020

How much do you talk about Customer Marketing? While the concept may sound old hat to those that have been in the software business for a long time, in SaaS in particular, very little tools, processes, and software are applied to marketing to customers after they are closed. It’s plenty great if 50 existing customers come.

Customers 129

Customers Pipeline Pitch Growth 129

SaaStr

JULY 21, 2021

Nick Mehta, CEO of Customer Success leader Gainsight, recently did a short post above on his Top 7 takeaways talking with customer success leader for the first time in-person in a long time. I love having NRR be the #1 metric for Customer Success. I love having NRR be the #1 metric for Customer Success. 7 takeaways: 1.

Customers 143

Customers Commission Account management Start-ups 143

SaaStr

MARCH 2, 2025

Growth Tactic #3: Reimagining Customer Success for Retention AND Growth Rippling’s approach to customer success evolved dramatically as they scaled. Customer success structure matters more than you think tie compensation to both retention and growth, but give your team the capacity to focus on both.

Growth 75

Growth Cold Call Cross-sell Account management 75

Search Engine Land

AUGUST 19, 2024

With the emergence of AI, the roles of operations, client services, writers, SEO execs, account managers, SEO directors and tech SEOs could be significantly transformed or even replaced by AI agents, potentially reshaping the entire SEO industry. Account management could be as easy as receiving a client’s email or chat message.

Account management 84

Account management Clients Gaming Drivers/motivators 84

SaaStr

OCTOBER 10, 2022

A gap opens up when: – Sales abandons the customer the moment deal is closed – Support too reactive & slow to solve real issues – Deployment harder than should be. What I mean is, with most SaaS companies, there’s just a huge customer workflow break. So Customer Success becomes the default Gap Filler.

Customers 131

Customers Account management Closing Follow-up 131

Partners in Excellence

JULY 31, 2020

What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the customer buying group. A few questioned, “Why should we do that, the IT people are our customers?” We are already talking to the buyers?

Customers 154

Customers Technology Technology Sell 154

SaaStr

JUNE 10, 2021

We’re hiring for several roles for our tiny but might team at SaaStr, but our top priority is really professionalizing customer and account success by bringing on a great seasoned customer success leader. We’re looking for a self-starter that loves making customers happy. interest in Cloud and SaaS.

Customers 107

Customers Account management Clients 107

Sales Hacker

OCTOBER 1, 2024

Discussed in this Episode: Allison’s non-traditional journey from customer success to CRO. Leveraging customer stories as a powerful growth lever. 11:52) The risk of neglecting your core customers during growth. (16:31) 45:18) The importance of separating new logo sales from account management. (48:29)

GTM 115

GTM Growth Customers Account management 115

Sales Pop!

AUGUST 6, 2022

When it comes to maintaining existing accounts, Pipeliner CRM is the only system with embedded key account management features, whereas others (such as Salesforce and Microsoft Dynamics) have account management functionality only as an add-on, or don’t include key account management. .

CRM 232

CRM Pipeline Objectives and Key Results Account management 232

Search Engine Land

AUGUST 22, 2024

Using just one campaign is also common for medium-sized accounts, particularly those with high-end products, high average order values (AOV) or in service-based industries like SaaS and insurance, where CPCs and CPAs are high. Account managers often segment for the sake of segmentation. No need for separate campaigns.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. Customers need our help!

Customers 131

Customers Contract Legal Negotiate 131

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. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Marketing. Customer Success. Account Management.

Cross-sell 115

Cross-sell Customers Growth Contract 115

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

SaaStr

MARCH 19, 2021

When we started TaxJar, we did it with small business customers in mind. As we matured as a company, though, so did our product — and that caught the eye of larger customers. . Of course, we were excited by the opportunity those larger customers represented, but it scared us a bit, too. There was a lot we didn’t know.

E-commerce 111

E-commerce Customers Finance Account management 111

Partners in Excellence

AUGUST 10, 2020

We know our solutions have to create value for our customers. The challenge, however, is making sure that value we create is important to our customers. We look at all the benefits the customer will get, from the solution. This is really important to the customer–though sometimes they may not realize it.

Customers 122

Customers X-functional Price Presentation 122

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( Hire early sales reps who are excellent at discovery and customer education. The takeaway?

Technical Sales 67

Technical Sales Inside sales Cross-sell Account management 67

Sales Pop!

MAY 20, 2023

There is the customer success rep, which focuses on existing customers. Such a thing isn’t done out of fear—the salesperson is creating a better future where none currently exists for both themselves and the customer. Real account management is also fading away from a business point of view.

Appointment 243

Appointment Education Sales Contact 243

Sales Hacker

DECEMBER 13, 2024

A $1B Acquisition with a Singular Leader for Both Sales and Customer Success In 2017, tech leader Vikas Bhambry found himself at a crossroads. Kustomer, a SaaS startup navigating leadership changes, unexpectedly handed him the reins to both sales and customer experience/success. ” The dual role provided clarity for customers. .”

GTM 109

GTM Customers Sales Growth 109

Partners in Excellence

JANUARY 24, 2025

We have endless dashboards, showing what’s happening in every part of the organization, every customer interaction, over whatever time periods one wants. ” Customer service will have their 5, marketing theirs, rev op/enablement theirs, inside sales/BDRs theirs, field sales theirs, account managers theirs.

High impact 113

High impact Pipeline Inside sales Quota 113

Martech

JANUARY 10, 2023

Noticing this, marketing strategist Kathleen Schaub is offering a human solution: the customer value squad. The customer value squad must be empowered to make decisions and be held accountable for the results. Companies will also have to fill skills gaps, which become obvious when the customer value teams begin operations.

Customers 107

Customers Hospitality Sports Territory 107

SalesPop

MARCH 20, 2022

In this Expert Insight Interview, Brent Keltner discusses how to transition elegantly from sales to customer success and develop that as a continuum. This Expert Insight Interview discusses: How customer success has changed in the subscription-based economy. Why organizations must work hard to make the customer experience seamless.

Customers 98

Customers Contract Sales Account management 98

Sales Hacker

OCTOBER 11, 2024

But when it comes to those lengthy security questionnaires, the endless back and forths between you, your security team, and the customer can often cause deals to stall out, leaving your deal at risk and dollars on the table. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 116

GTM X-functional Pipeline Construction 116

Sales Pop!

SEPTEMBER 9, 2023

They end up with many dissatisfied and frustrated customers and a high churn rate. A customer should not wait years for a requested new feature. Their customers have to wait, full stop. Adoptability needs to be managed. Customers become frustrated because they constantly have to learn these other systems.

CRM 173

CRM Pipeline Account management Appointment 173

Veloxy

JUNE 23, 2021

If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. 3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. Customer Relationship Management Software.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Pop!

JUNE 13, 2022

In reality, a company needs to implement an overall solution, not one for account management, then another for reporting, yet another for outbound calling, and yet another for something else. No, in addition to sales automation, Pipeliner addresses project management, key account management, activity management, and much more.

Pipeline 235

Pipeline CRM Angle Sales 235

Search Engine Land

AUGUST 5, 2024

Running a successful restaurant involves an intricate dance between culinary creativity, business acumen and customer engagement. Just as a restaurateur’s vision and management support a chef’s brilliance, human marketers play a vital role in ensuring that AI has the best data (ingredients) and strategic direction (menu).

Campaign 86

Campaign Strategize Account management Meeting 86