Account management Objection handling Quota 
Highspot
MARCH 6, 2025
If done right, they are a real game-changer for company culture and sales performance management. Thats the difference between a sales team just getting by and one crushing quotas. Sales development representatives (SDRs), account executives (AEs), and account managers (AMs) have different responsibilities and success indicators.
APACSMA
FEBRUARY 8, 2021
Many sales development reps are moving into quota-carrying roles such as account executive & account management but skills needed for SDRs don’t perfectly match with AE or AM, it is important to identify those gaps and deliver training to close those gaps.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales Hacker
JANUARY 11, 2018
Demos, objection handling, closing. Like tasks in a specific project, sales activities are interrelated and need to be managed closely to fix overlaps. When the strident discipline of project management meets the hyperactive process of selling, good things happen. These activities commonly include: Prospecting.
Sales Hacker
NOVEMBER 26, 2019
If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. But those bad deals are a sunk cost that will leave you scrambling to meet quota.
Gong.io
JULY 11, 2022
Achieving sales quotas and targets. AEs (Account Executives). AMs (Account Managers). CSMs (Customer Success Managers). Sales Manager, Leader, or VP. The Account Manager, on the other hand, is responsible for renewals and for identifying up-sell and cross-sell opportunities. Team management.
Hubspot
APRIL 2, 2018
It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota. Objection handling.
APACSMA
FEBRUARY 8, 2021
Many sales development reps are moving into quota-carrying roles such as account executive & account management but skills needed for SDRs don’t perfectly match with AE or AM, it is important to identify those gaps and deliver training to close those gaps.
Expert insights. Personalized for you.
52 
Let's personalize your content