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

Heinz Marketing

SEPTEMBER 1, 2023

Account Management Portals: These are everywhere now. To make an impact, a customer-focused account management portal not only provides access to order history, invoices, support tickets, but also incorporates relevant news and resources that help each customer get more out of your product/service.

Gaming 115

Gaming Negotiate Technique Account management 115

Sales Hacker

OCTOBER 23, 2018

But this role and unusual path have allowed me to look at negotiations in a completely different way. I often get to be a neutral advisor to many negotiations which allows you to see so much more. RELATED: 5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better. Write this down now. Where will you go?

Negotiate 127

Negotiate Quota Closing Price 127

SaaStr

SEPTEMBER 27, 2024

Rippling couldn’t iterate fast enough, so they built a product account executive organization. The account management team who owns every customer post-sales. Should you go the CSM route, focusing solely on revenue retention, or go the account management direction where someone owns upsell and optimizes for revenue?

Growth 129

Growth Quota Account management Cold Call 129

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges.

Sell 137

Sell Cross-sell Finance B2C 137

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

Martech

JUNE 9, 2022

Will we have a dedicated account manager and technical support? If the email marketing platform vendor answers your questions and the platform seems to meet your needs, it’s time to start checking references, speaking with existing customers, and negotiating the contract. What kind of customer support is included?

Negotiate 114

Negotiate Contract Account management Launch 114

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism. Share the NDA with the vendor and negotiate any necessary changes.

Process 101

Process Negotiate Contract Legal 101

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Contract Negotiation.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Partners in Excellence

OCTOBER 31, 2012

The account manager was equally frustrated in his response, but he captured the central issue very nicely, “But you don’t understand what we took them through before we finally gave them the solution they wanted! The solution is being developed, commitments are being negotiated.

Account management 107

Account management Negotiate Drivers/motivators Meeting 107

SaaStr

MAY 29, 2019

Your account management team may not care either. The rest of the time, we end up with a headache pricing negotiation that takes weeks or even months and damages the vendor’s relationship with us. When if they are even reasonably happy, they might not even have looked. They fall off the trusted partner list.

Price 98

Price Negotiate Growth Account management 98

Anthony Cole Training

JANUARY 31, 2012

managing sales (4). managing sales teams (18). Negotiating (2). performance management (3). practice management (9). 4) Be accountable for your activity. Leadership Training (2). major performance factors (2). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Prospecting (25).

Objectives and Key Results 163

Objectives and Key Results Drivers/motivators Sales Up-sell 163

Sales Hacker

JULY 25, 2022

Insight into daily rep activity allows sales managers to steer their reps in the right direction and stay on track to achieve bigger business goals. Once an SDR has secured a qualified lead, they tap an account executive (AE) to give demos, negotiate contracts, and drive the deal home. Building an account manager dashboard.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

Sales Hacker

MAY 6, 2021

The mandate of a VP of Sales is to maximize the organization’s revenue bookings, renewals, and retention by maintaining control of the entire deal pipeline, from SQL to proposal to negotiation, to commit, to close. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors.

B2C 120

B2C Pipeline SQL Strategize 120

Hubspot

JUNE 22, 2018

If you’re flexible on your time, you can write something like, “Our company hopes to finish the project within six months, but we’re open to negotiation for the right candidate.”. General account management. Start of Negotiation: August 5, 2018. Elements of Proposal. Paid media strategy. Online marketing campaign.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

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

Hubspot

APRIL 2, 2021

Nowadays, media buying is done in one of two ways: Direct buy – Media buyers forge relationships with publishers to negotiate ad inventory, e.g., working with a newspaper to have an ad placed in the upcoming issue. The negotiation still technically happens but it's done at a much quicker rate through open and private marketplaces.

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Hubspot

NOVEMBER 1, 2017

As HubSpot channel account manager Jill Fratianne says, “SMS all the way.”. Bots will handle everything -- from identifying leads and qualifying them to creating customized proposals and negotiating with buyers. 7) Account-based selling. HubSpot channel account manager Keith Grehan is in that camp.

Sales 101

Sales B2C Account management Up-sell 101

Hubspot

APRIL 27, 2020

But it hasn't been able to address the day-to-day tasks a plumber or electrician performs.Still, there's no denying that there's a quantitative nature to sales — negotiation, vendor management, and budget constraints all require people to know the numbers and make decisions based upon them.".

Negotiate 88

Negotiate Legal Sales Account management 88

Sales Hacker

APRIL 11, 2019

When interviewing extrinsics, they may ask about compensation early and negotiate heavily to ensure the compensation matches their expensive lifestyle. If you do end up with a successful altruistic sales rep, they’re probably in account management and not a true sales role. Extrinsics love the external reward.

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. In accounts where you are a component part supplier, there may be a policy two have second sources–the theory being, if one vendor can’t deliver the parts, another can.

Territory 103

Territory Cross-sell Negotiate Account management 103

Hubspot

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. The average annual salary for an Account Executive is $59,630 , and it can get as high as $110,000.

Account management 88

Account management Commission Contract Sales 88

Partners in Excellence

APRIL 26, 2021

They may have to put together an implementation plan and negotiate the resources needed to support the implementation. They may need to put together a business case to justify the investment. They may have to put together a risk analysis. Related to the previous point, how does this initiative support the corporate strategic objectives.

Customers 131

Customers Contract Legal Negotiate 131

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s.

Sell 111

Sell Objection handling Assembly Line Territory 111

Highspot

JUNE 22, 2021

Negotiate Live. Deals can be won or lost through negotiation. But buyers can avoid excessive discounts by tackling negotiations live. When you bring negotiations over email, you lose the ability to read the buyer’s body language (are they actually concerned about the price or are they trying to get a deal?).

Technique 82

Technique Negotiate Cross-sell Sales 82

Highspot

JANUARY 19, 2022

But regardless of their focus, programs designed for junior- and senior-level salespeople will target the same things: the sales cycle and buyers’ journey, engagement strategies, negotiation, and tips and tricks for closing deals. Challenger Negotiations : How to negotiate using the Challenger Selling model.

Technique 92

Technique Negotiate Pitch Inside sales 92

SalesforLife

APRIL 25, 2019

If you were to ask the average sales leader and professional why they use LinkedIn Sales Navigator , most would say they like the advanced functions, account management, and being able to socially surround their customers. Here at Sales For Life , all statements of work and proposals are placed in the LinkedIn Point Drive.

Inside sales 86

Inside sales Territory Legal Negotiate 86

SaaStr

MAY 25, 2020

The amount of time companies waste negotiating and forcing people to buy unneeded licenses to “get the best price” is without question the least favored part of the buying process for the customer. ” — Claire Gunter, Sr Partner Account Manager, Algolia. ” — Alex Boyd, CEO, RevenueZen.

Closing 137

Closing Process Contract Price 137

Hubspot

MAY 3, 2018

Lead generators and marketers will produce leads, project managers will do research and pre-sale activities, account executives will conduct discovery work, presentation, and deal closures, and account managers will implement what’s been sold -- all while providing the customer service.” Peter Caputa, CEO, Databox.

Sell 101

Sell Sales Inside sales Education 101

Hubspot

APRIL 27, 2018

Chris Moore, channel account manager, HubSpot Cambridge. She says, “Buzzwords can be detrimental, but when it comes to a resume, recruiters and hiring managers like to see them!". Freedman says, "Words like 'quota,' 'attainment,' 'closing,' 'negotiation,' and 'cold-calling' catch the hiring team's eye.".

Quota 95

Quota Sales Cold Call Territory 95

Hubspot

MARCH 6, 2018

It varies widely from company to company, and may include things like delivering a quote or proposal, negotiation, achieving the buy-in of decision makers, and other actions. The close is what every salesperson works toward. It should result in a mutually beneficial contractual agreement between the prospect and the seller.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Salesforce

APRIL 18, 2023

Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails. Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Ask it here.

CRM 98

CRM Pitch Territory Presentation 98

Partners in Excellence

JULY 25, 2019

Whether it’s whatever version of prospecting/demand gen, working our qualified pipelines, negotiating, closing, hunting, farming, or whatever. We are deluged with “Just do this one thing……” That thing, is whatever the person saying it happens to be selling you. Imagine if all you did was prospect.

Pipeline 91

Pipeline Negotiate Quota Gaming 91

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

Sales Hacker

JANUARY 18, 2019

You have finagled and negotiated pricing with vendors and fought upper management for more budget; however, you and your marketing team have not defined what success actually looks like. Create tangible goals for your business objectives.

Contact 104

Contact Sales Follow-up Clients 104

Veloxy

FEBRUARY 22, 2023

Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Hubspot

FEBRUARY 27, 2016

6) Don't view account management and project management as the same role. Although they can sometimes be tackled by the same person, the responsibilities associated with account management are not the same as those associated with project management. 12) Negotiate constantly, but wisely.

Negotiate 53

Negotiate Contract Pipeline Clients 53