The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. Account management roles encompass a range of responsibilities that require a unique blend of skills and expertise.

Account management 52

Account management Negotiate Clients Strategize 52

PandaDoc

APRIL 21, 2023

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. Let’s examine what strategic account management is and the best ways to approach it.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

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

Partners in Excellence

JUNE 30, 2022

Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies. As we rethink our account growth strategies, we have to reflect back on how we developed the relationship originally. Related Posts: What's The Purpose Of Account Planning?

Growth 71

Growth Cross-sell Strategize Account management 71

SBI

JANUARY 22, 2020

How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue Growth. Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes to transform their Account Planning program. WHEN: THURSDAY, 2/13 AT 11AM PT.

Strategize 43

Strategize Growth Pipeline Engineering 43

Martech

AUGUST 12, 2024

Companies with no owner by target account : Identifies target accounts without assigned ownership, crucial for strategic account management. Companies with no associated contacts, by target account : Shows target accounts without linked contacts, which may indicate data entry gaps.

CRM 111

CRM Contact Account management Follow-up 111

Partners in Excellence

APRIL 18, 2014

They have goals, translated both to financial (revenue, earnings, growth), and strategic (share, market visibility, brand reputation, etc.) Yes, our companies give us quotas and goals, but like great entrepreneurs, we really want to maximize our penetration, share, growth in the territory. Entrepreneurs run their own businesses.

Territory 96

Territory Account management Quota Strategize 96

Partners in Excellence

AUGUST 25, 2014

Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account. Become a strategic partner. I believe it’s my God-given right to 100% share of the account! That means we have to find $1M of business in the account.

Territory 94

Territory Cross-sell Strategize Account management 94

Sales Hacker

MAY 6, 2021

With growth being the top priority of so many companies today, there are a lot of titles that come up in any LinkedIn search that may not be familiar to us. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Big picture revenue growth and retention.

B2C 102

B2C Pipeline SQL Strategize 102

Partners in Excellence

OCTOBER 25, 2016

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. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 87

Territory Account management Cross-sell Retail 87

Hubspot

JUNE 6, 2019

The next step in your career growth is as senior sales analyst. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. The average annual base pay for a national account manager increases to $78,045. Sales Operations Manager.

Finance 99

Finance SQL Strategize Account management 99

Highspot

DECEMBER 21, 2021

21, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced the expansion of its leadership team with four industry leaders across engineering, product, account management, revenue strategy and sales. SEATTLE, Dec. percent over the prior year.

Growth 52

Growth UX Strategize Account management 52

Veloxy

JULY 19, 2023

Regularly review & update your plan to ensure maximum success and growth in your organization’s sales efforts! Master Key Sales Territory Management Principles Sales territory management is an important tool to help outside sales reps be effective and successful.

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

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.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

SaaStr

APRIL 1, 2022

Mistake #3: Not Appreciating Go-to-Market as a Strategic Advantage. ZoomInfo, formerly DicoverOrg, has historically been a high-margin business, but they were hesitant to invest more in growth avenues since they had a well-oiled machine. So Schuck’s advice is to be more aggressive and invest in more ways to accelerate growth.

GTM 90

GTM Account management Growth Strategize 90

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth. Customer retention is becoming more of a priority for B2B marketers lately.

B2B 121

B2B Cross-sell Pharmaceutical Account management 121

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. Where Do I Stand? Planning Specifics.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Partners in Excellence

OCTOBER 27, 2013

We may want to increase customer satisfaction, both to drive retention–perhaps we have contracts we want to renew—and to drive growth. We may want to grow the relationship, moving from being an important vendor to a strategic partner. Account planning and account plans are important.

Account management 93

Account management Strategize Contract Contact 93

Gong.io

APRIL 14, 2021

Kyle Coleman, VP of Revenue Growth and Development at Clari. Strategic. You really need to think strategically about who you’re reaching out to, at what point, what you’re saying to them, and why. . MJ McCarthy, VP of Account Management at Everbridge. Jeanne DeWitt, VP Sales and Growth at Stripe.

Sales 118

Sales Strategize Trust Up-sell 118

Partners in Excellence

OCTOBER 12, 2021

But as we dove into the numbers they were really failing to achieve the overall corporate growth goals. When we looked at new customer acquisition and expansion within accounts, there was virtually none. Yet the future growth of the company was based on success with sales of new product lines and new markets they were targeting.

Territory 103

Territory Quota Growth Account management 103

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. Regional Sales Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

Heinz Marketing

JUNE 22, 2023

They are usually executives or managers who have a broad understanding of the company’s goals and objectives. They base their decisions on factors such as market trends, financial performance, strategic growth, and customer needs. TDMs make decisions related to technology.

Finance 97

Finance Strategize Account management Engineering 97

Highspot

NOVEMBER 9, 2021

“Customers today are won or lost based on the experience they have with frontline sellers, account managers and customer success staff,” said Jake Braly, VP Strategic Alliances and Partner Revenue, Highspot. About Corporate Visions.

Customers 98

Customers Strategize Consult B2B 98

Partners in Excellence

AUGUST 30, 2022

The reality is there really isn’t a whole lot of difference between account based territories and geographic/market based territories. Our jobs, as sellers, is to maximize our penetration and growth within those territories. They are the gateway to growth, either with them or through their referrals.

Sell 93

Sell Territory Cross-sell Referrals 93

Highspot

NOVEMBER 26, 2019

Notable keynotes from Paul DePodesta, the mind behind the game-changing Moneyball strategy, and Gartner’s analyst Brent Adamson, co-author of the Challenger Sale, discussed how analytics can move us past our biases – and those of our buyers – and unlock strategic thinking unencumbered by the status quo. . But this was just the beginning.

Sales 87

Sales Growth Account management Presentation 87

Search Engine Land

SEPTEMBER 5, 2023

Whether in-house or at an agency, if you’ve been in PPC account management, odds are you’ve been asked some version of that question at least once. A blend of artful communication, audience understanding, and strategic math – qualities that happen to define a great marketer – is key to nailing the delivery.

CTR 126

CTR Pitch Clients Campaign 126

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. You still have to figure out the strategic market position. You’ll always be the most strategic thinker in where, and how, your product and market are going. Add a layer. Something new to boost your ACV and TCV. Trust Me Here.

Finance 113

Finance Strategize Engineering Quota 113

Sales Hacker

OCTOBER 11, 2024

Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines. Previously, Eli led the SEO team at SurveyMonkey, growing organic search from nearly zero to one of the largest growth channels at the company. We just wrapped up our annual GTMfund retreat in San Diego.

GTM 98

GTM X-functional Pipeline Construction 98

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Make strategic decisions and leverage your data.

Cross-sell 90

Cross-sell Account management Clients Growth 90

Partners in Excellence

NOVEMBER 27, 2014

They are the things our customers buy and implement to achieve their own strategic growth goals. So they are critical to thriving economies and company growth. So knowledge and experience become critical assets to our own success and growth. Organizationally, too often we have a mentality of churning through people.

Sell 95

Sell Growth Quota Account management 95

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. The buyer’s journey doesn’t just start and stop with sales. Request a demo today!

Cross-sell 93

Cross-sell Technology Technology GTM 93

SaaStr

JANUARY 31, 2022

Successful strategies rely on the ability to land and expand, hire for growth, implement ABM and account planning, and pivot with agility. For growth and scale, aim at optimizing for both these strategies . Hiring For Growth. Here’s what to keep in mind when you’re hiring for growth. Account-Based Planning.

Territory 85

Territory Cross-sell Quota Networking 85

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 88

Territory Referrals Inside sales Strategize 88

Hubspot

JULY 3, 2018

From the client's perspective, frequent changes in account managers lead to unstable relationships. A sales territory is the regional, industry, or account type assigned to a specific salesperson or sales team. If you would like help on establishing your territories, download this free Territory Management Template Toolkit.

Territory 101

Territory Referrals Quota Sales 101

Search Engine Land

MARCH 8, 2024

And with the new Demand Gen campaign type giving Performance Max a run for its money in the favorite Google child category of late, the growth of campaign types with limited targeting input and insight grows. For Performance Max, in particular, we spend less time in the Google Ads accounts trying to improve performance.

Campaign 100

Campaign Retail Manufacturing Clients 100

Martech

JULY 31, 2023

Account Based Marketing is intrinsically strategic. ABM is a B2B marketing strategy that focuses on working with target accounts to market in a measured and structured way. If you’re entirely new to ABM check out our introduction guide to account-based marketing , then circle back to learn how to apply it. Get MarTech!

Intrinsic 82

Intrinsic Objectives and Key Results Government Strategize 82

Search Engine Land

AUGUST 2, 2024

It shows that you’re not just interested in short-term wins but are dedicated to helping them achieve sustainable growth. This stability fosters trust and allows for more comprehensive, strategic planning. Dig deeper: Mastering SEO account management: The recipe for success

Clients 82

Clients Strategic planning Trust Presentation 82