Sales Hacker

SEPTEMBER 18, 2020

Their goal is to build a cohesive revenue engine with ever-growing disjointed parts. That’s why I’ve built out the Revenue Engine Framework to help drive you to success. And it’s not just for CROs; if you’re a marketer, SDR, sales rep, manager, VP, or CRO, this one’s for you. Simple right?

Engineering 138

Engineering Teamwork Manufacturing Technology 138

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Where your problem areas lie.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Martech

SEPTEMBER 11, 2024

Customer success (which comes in many flavors, from customer service to account management), is in charge of customer satisfaction and sometimes renewal. Product management is in charge of anticipating and meeting customer’s emerging needs. Many B2B buyers do research online before speaking, even with a trusted account manager.

Cross-sell 107

Cross-sell Customers UX A/B testing 107

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

Veloxy

JUNE 23, 2021

You’ve already likely heard of a few standard roles such as Account Executives or Sales Engineers. 1: Account Executives. 3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. 4: Sales Engineer.

Inside sales 232

Inside sales CRM Sales Pipeline 232

InsightSquared

MAY 22, 2019

For most of you, this will be a bit excessive, but at a minimum, you will need a Solution Architect/expert, an Account manager and an executive sponsor involved in your deal pursuit. In one of my deals, I had 17 people dedicated to winning the RFP for 6 months! Have you considered the supporting cast needed to pursue enterprise?

Engineering 94

Engineering Territory Transportation Sales 94

Veloxy

FEBRUARY 12, 2025

The TeamLink feature helps you find warm paths into accounts through shared connections. The platform’s AI-powered Rhythm engine has changed how sales teams prioritize their activities and close deals better. Teams using Salesloft see a 13% improvement in account renewal rates. month or $959.88/year year Advanced: $179.99/month

Product 130

Product CRM Price Objectives and Key Results 130

SaaStr

FEBRUARY 7, 2025

For context,Ron has an MBA and a master’s in engineering from Stanford. Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Sales Hacker

OCTOBER 11, 2024

We teamed up with him to break down the framework he uses to turn sales teams into predictable, high-performing revenue engines – let’s get into it. Along the way, he built multiple $100M ARR companies and trained over 1,500 sales reps, seeing first-hand what systems truly move the needle for revenue leaders.

GTM 116

GTM X-functional Pipeline Construction 116

The 5% Institute

JULY 1, 2019

An Account Manager can be a tough job at the best of times – especially if you want to increase your sales. Below are three quick ways to increase your sales as an Account Manager. 3 Ways to Increase Your Sales As An Account Manager. 3 Ways to Increase Your Sales As An Account Manager.

Account management 52

Account management Sales Pitch CRM 52

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Sell 118

Sell Territory Sports Account management 118

Partners in Excellence

JULY 8, 2013

Smaller organizations can leverage people in other functions–marketing, product management, engineering/development, or others. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Territory 113

Territory Account management Cross-sell Sales 113

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 Engineer. Sales Manager. Account Manager. Regional Sales Manager.

Territory 101

Territory Commission Outside Sales Account management 101

Sales Hacker

AUGUST 7, 2024

Should your sales engineers also implement the software? to be the sales engineer during the sales process and then stayed on with customer post sale to manage the implementation process. Thus we had to pretty quickly separate out our sales engineering from our post sales implementation solutions work.

Go To Market 124

Go To Market X-functional Engineering Cross-sell 124

Heinz Marketing

JUNE 22, 2023

Highly technical industries: In industries that heavily rely on technical expertise, such as software development, engineering, or scientific research, technical professionals often have a deep understanding of the business implications of their decisions.

Finance 111

Finance Account management Strategize Engineering 111

Sales Pop!

NOVEMBER 18, 2021

Sales Enablement Tool and key account management ( KAM). These are now united under the single revenue engine of project management. Pipeliner CRM is the first CRM tool with a completely holistic approach, bringing together two approaches that are often divergent in companies.

Lead generation 245

Lead generation A/B testing Referrals CRM 245

Engage Selling

OCTOBER 5, 2018

These may be account managers, recruiters, engineers, or project managers. ???Recently, I have been working with a lot of professionals where selling isn’t their primary role. They all have a mandate to do sales, but it’s not their primary job … Read More »

Sell 91

Sell Account management Sales Engineering 91

Partners in Excellence

MAY 25, 2021

So specialists in check processing helped customer re-engineer their processes. As an account manager, much of my time was spent in identifying new opportunities to engage specialists to work with my customer, growing our value and share of customer. Sales Specialists And The Account Manager, Why Is… Doing Less With More!

Assembly Line 133

Assembly Line Account management Education Sell 133

Sales Hacker

MAY 6, 2021

This includes roles that are complementary to sales like renewals, customer success, and solution engineering. Depending on the size of the organization, the VP of Sales will have peers who are responsible for marketing, customer success, and solution engineering. Singular focus on sales. Their peers. The Chief Revenue Officer (CRO).

B2C 122

B2C Pipeline SQL Strategize 122

Partners in Excellence

SEPTEMBER 9, 2022

For example, we have engineering/product development, manufacturing/service delivery, marketing, sales, customer support, finance, HR, operations, and so forth. And to make this manageable, we break these subsystems down, further, to make be able to meet those goals. This complexity makes it very challenging for us to think about.

Manufacturing 133

Manufacturing Finance Inside sales Technique 133

Salesforce

NOVEMBER 15, 2024

Account Management: An Account Manager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities. Solutions Engineer: A Sales Engineer or Solutions Engineer is responsible for bridging the gap between sales and technical teams.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

SaaStr

JULY 18, 2024

Not only do sales and Field CTOs need to trust each other, but you also need to have processes in place to ensure that information from sales and solutions engineers gets back to product. For landing customers, they’ll have solutions engineers who can call the Field CTO to support conversations.

Customers 120

Customers Trust Engineering Strategize 120

Partners in Excellence

NOVEMBER 3, 2022

Perhaps things like, we move SDRs into AE roles, possibly an account manager role. For a few, possibly sales management. Managers, if they coach, coach for day to day, quarter to quarter performance. They are committed to it, as long as it works, but for no more than 2-3 years.

Sell 139

Sell Growth Engineering Account management 139

Sales Hacker

AUGUST 7, 2020

Mid-Market Account Executive. Business Development Manager. Territory Account Manager. VP Sales and Account Management. Account Executive. Account Executive – Mid Commercial. Territory Account Manager. Account Executive. Account Executive. Inside Sales Manager.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

SaaStr

JANUARY 22, 2021

Customers will expect more services, more account management, more configuration. You may need solutions architects, more sales engineers, more support. Your engineers can build complex features that only a handful of customers use. At $100k+ deals, it’s different again. One VP of Product. One VP of Marketing.

Contract 109

Contract Engineering Account management Up-sell 109

Martech

SEPTEMBER 21, 2023

Advertising Platform Copilot uses generative AI to simplify campaign creation, content recommendations, account management and optimization. It also deploys data privacy and management features typically reserved for enterprises with vast engineering support.

Launch 112

Launch Campaign Engineering Account management 112

Salesforce

APRIL 2, 2025

Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. It’s easy enough for the engineer to use on their own, and they find value in it.

Product 77

Product Territory Sales Price 77

Search Engine Land

FEBRUARY 1, 2024

To address these, PPC marketers working with GPT-4 can focus on four aspects: Prompt engineering. So, while it may suggest a useful new ad headline, it can’t upload that headline to your ad account. Let’s explore some GPT-4 capabilities that help address these three problem areas, starting with prompt engineering. Custom GPTs.

Construction 115

Construction Campaign Engineering Technique 115

Partners in Excellence

SEPTEMBER 4, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Sales Person As Orchestrator Or Resource Manager Are You Prepared To Have A Customer-Specfic Conversation?

Cross-sell 120

Cross-sell Represent Account management Quota 120

Partners in Excellence

OCTOBER 27, 2013

At the conclusion of the account review, the most important step is that everyone pulls out their calendars and starts scheduling the activities for which they are accountable–and the account manager schedules reviews to make sure they are done. Account planning and account plans are important.

Account management 111

Account management Strategize Contract Contact 111

Hubspot

JUNE 8, 2021

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. Account managers are evaluated on customer retention and satisfaction metrics.

Commission 94

Commission Territory Finance Inside sales 94

Partners in Excellence

SEPTEMBER 10, 2013

We constantly tune our sales process, account management process, marketing programs, sales strategies. Inevitably, our reaction is to re-engineer, re-jigger, add more layers, do a little more–do it faster. How do we do customer service? These are all important, but soon everything we do becomes about those things.

Account management 105

Account management Pipeline Engineering Process 105

SaaStr

MARCH 19, 2021

Although we had always built with the intention to scale, we wanted our product and engineering teams to be confident as we took on larger customers. Sales motion, account management and customer experience. We had to learn to be patient, and nurture these larger accounts throughout their decision-making process. .

E-commerce 113

E-commerce Customers Finance Account management 113

SaaStr

JUNE 6, 2022

The Plaid API allows engineers to build their own financial solutions, which is the core of how Plaid operates. While, in certain ways, Plaid could technically be considered SaaS, Perret views the company as more of a platform to support engineers, financial institutions, and ultimately, the consumer. .

Account management 113

Account management Engineering Technology Technology 113

SaaStr

JULY 1, 2024

Technical integrations and partnerships are almost as important as commercial ones, and you want to make sure your product and engineering team can support that. You may also want to hire strategic account managers if you’re going after these big whales. Finally, don’t forget about service partners.

Cross-sell 120

Cross-sell Price Account management Up-sell 120

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. He was my sales colleague.

Sales 123

Sales Contract Inside sales Consult 123

Partners in Excellence

NOVEMBER 1, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. It’s about the quality of our thinking, our interactions with customers and colleagues, and our execution.

Territory 114

Territory Pitch Account management Pipeline 114