Miller Heiman Group

FEBRUARY 13, 2019

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs.

Account management 69

Account management Strategize Manufacturing Closing 69

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer.

Account management 80

Account management CRM Pipeline Strategize 80

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Pointclear

MARCH 8, 2011

Strategic account management and marketing automation: a marriage made in heaven or oil and water? Listen to the podcast for our spirited conversation on this topic and many others—all looking at ways to improve sales and marketing alignment and fix processes that aren’t delivering expected return.

Account management 65

Account management Strategize CRM Technology 65

The 5% Institute

AUGUST 15, 2023

Strategic Account Management (SAM) is a powerful approach that goes beyond conventional sales tactics, focusing on creating value, fostering trust, and driving mutual growth between businesses and their most valuable clients. What Is Strategic Account Management?

Account management 52

Account management Strategize Objectives and Key Results Cross-sell 52

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

Partners in Excellence

OCTOBER 31, 2016

However, building a culture and process around how we respond and manage those problems is critical. Helping define expectations and the problem management process at the very beginning of the relationship is critical to our shared success. Related Posts: What’s Wrong With Strategic Accounts?

Account management 85

Account management Government Strategize Customers 85

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Strategize 72

Strategize Cross-sell Strategic partnership Growth 72

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. Modern Approach: Strategic Value. That brings us, finally, to Level Four , the strategic level of value. But that wasn’t the strategic outcome the CMO needed. Do Good Work. Get the Free eBook!

Strategize 173

Strategize Clients Sales B2B 173

The Advantexe Advisor

JULY 18, 2023

While this blog post is essentially written for people on the commercial side (Key Account Management, Account Managers, Marketing, Sales Professionals, etc.), The more you can support the sales process, the more indispensable you are to your company. in today’s newly evolved business environment everyone sells.

Strategize 67

Strategize Sell Account management Trust 67

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

Martech

NOVEMBER 1, 2024

Why traditional account management falls short The conventional customer success model, while valuable for retention, often lacks the sophisticated orchestration needed for strategic growth. Traditional account management typically focuses on reactive support and renewal management rather than proactive expansion opportunities.

Growth 127

Growth GTM B2B Strategize 127

Search Engine Land

JUNE 26, 2023

Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. I have been through this process for five different enterprise companies, and I have to say that it’s never easy.

Process 101

Process Negotiate Contract Legal 101

Martech

AUGUST 12, 2024

You may need to change a setting or process in your CRM or cross-platform processes. Companies with no owner by target account : Identifies target accounts without assigned ownership, crucial for strategic account management. Processing. Email: Business email address Sign me up!

CRM 117

CRM Contact Account management Follow-up 117

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline.

Engineering 106

Engineering Objectives and Key Results Cross-sell Pipeline 106

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

Partners in Excellence

OCTOBER 27, 2013

To me, there’s really only one purpose, it’s to maximize our share of account. I approach the account planning process with one thought in mind, “It’s my God give right to 100% share of account!” ” The process of account planning, with this perspective, is very powerful.

Account management 93

Account management Strategize Contract Contact 93

Miller Heiman Group

OCTOBER 6, 2020

Social interaction with clients and prospects is more limited and direct face-to-face time to discuss business needs and strategize is and will be very limited for an extended period of time. Following a codified pursuit strategy and a more formal qualification process will yield a better outcome for all. Process alignment.

Strategize 109

Strategize Quota Manufacturing Clients 109

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. A Champion is the person who acts in the buying process but does not have the power to say yes.

Finance 97

Finance Strategize Account management Engineering 97

SaaStr

SEPTEMBER 8, 2024

When building a list, try to define your potential customer as granularly as possible – size, location, industry, ideal buyer, sales process, technology stack, etc. Be willing to iterate and push the envelope on pricing, and make sure your pricing lines up with your sales process. Most companies don’t have that luxury.

Non-Profits 127

Non-Profits Price Contract Start-ups 127

Partners in Excellence

AUGUST 14, 2014

. “We don’t transfer these calls to managers, I have to send a note to a manager and someone will get back to you. ” They had designed a process that enabled them to manage the workflow and priorities in a way that made them most efficient. The problem was, it made me very inefficient.

Customers 92

Customers Territory Strategize Inside sales 92

Partners in Excellence

MARCH 26, 2024

When these large, strategic deals closed, our team and the company celebrated the success. I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges. ” I decided to “package” up my experience in people, processes, and technology.

Sell 104

Sell Cross-sell Finance B2C 104

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

Territory 94

Territory Account management Cross-sell Sales 94

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Or the goal could be attainment-focused based on customer percentage, such as selling into 30% of 100 key accounts. Then, the Account Manager from Success will be responsible for any large clients subsequently pushed over.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

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

Sales Hacker

MAY 6, 2021

Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Demand generation, strategic alliances, marketing, sales, account management, customer success, and solution engineering will all roll up to the CRO to assign complete and unquestionable accountability over the revenue lifecycle.

B2C 102

B2C Pipeline SQL Strategize 102

Search Engine Land

AUGUST 5, 2024

It highlights the need for human input in developing and optimizing these systems, as well as the importance of understanding and guiding the system’s learning process: Trainer : Continuously refine machine learning systems, setting parameters and guiding their learning processes. Processing. Identifying new opportunities.

Campaign 86

Campaign Strategize Meeting Account management 86

Gong.io

APRIL 14, 2021

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. Justin Welsh, Founder of JW Strategic Advisory. Ian Koniak, Strategic Account Director at Salesforce.

Sales 118

Sales Strategize Trust Up-sell 118

Martech

MARCH 1, 2024

At last, marketing professionals are slowly getting involved in customer management and customer experience, adding value to areas like customer success and account management. Thus, retention is gaining traction again as a strategic B2B marketing priority. Business email address Subscribe Processing. Get MarTech!

B2B 127

B2B Cross-sell Pharmaceutical Account management 127

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 88

Intrinsic Objectives and Key Results Government Strategize 88

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

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Sales process stages. Transactional objects capture transient customer interactions throughout the sales process. The Right Object for the Right Process.

Government 65

Government Process Objectives and Key Results Commission 65

SaaStr

JULY 1, 2024

You’ll also need to look at your sales process. Right now, you may have 3-4-stage sales processes that work for SMB customers. Test out this new process with a tiger team, and start slow to go fast. You may also want to hire strategic account managers if you’re going after these big whales.

Cross-sell 98

Cross-sell Price Account management Up-sell 98

Martech

JULY 26, 2024

Strategic martech investments Outperformers benefit, but low performers need to address foundational issues first. Outperforming pharmaceutical companies use CRM as strategic martech investments. Processing. Martech high flyers Both outperformers and low performers benefit from increased maturity.

Pharmaceutical 105

Pharmaceutical CRM B2C Technology 105

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. Processing. See terms.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Sales Hacker

SEPTEMBER 18, 2020

Engagement : The process (or rather processes) that result in a qualified sales pipeline. Execution : The process of turning prospects into customers. Continuity : The process of delighting customers over and over again. Those key areas are Process, Enablement, Advisory, and Systems. Define Your Processes.

Engineering 127

Engineering Teamwork Manufacturing Technology 127