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

Hubspot

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

Pointclear

NOVEMBER 7, 2011

At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. Is our strategic account target market 100% covered?

Account management 72

Account management Strategize X-functional Objectives and Key Results 72

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

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 91

Account management Government Strategize Customers 91

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

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 Account management Meeting 86

Sales Hacker

OCTOBER 11, 2024

P rocess: Is there a documented process for reps to follow? That’s where the 4 Ds come in: Define : Clearly define what good looks like (WIGL) for each behavior, skill, and process. Every week, the leadership team dedicates an hour to refining call scorecards, pipeline checklists, and deal inspection processes.

GTM 115

GTM X-functional Pipeline Construction 115

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

Search Engine Land

AUGUST 2, 2024

Early days Explaining your process and keeping your clients informed regularly in the early days of working together is really important. This stability fosters trust and allows for more comprehensive, strategic planning. Processing. Regular, transparent communication helps clients feel informed and involved in the process.

Clients 82

Clients Strategic planning Trust Presentation 82

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 79

Strategize Sell Account management Trust 79

Martech

FEBRUARY 24, 2025

Your intake form is critical to this process after all, garbage in, garbage out applies to operational data, too. With the right technology and systems, intake and data collection can become powerful strategic tools. For instance, you may not have a well-established prioritization process currently. if X, then Y).

X-functional 69

X-functional Territory Account management Strategize 69

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 178

Strategize Clients Sales B2B 178

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

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

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

Sales Hacker

JANUARY 24, 2025

Clarify the difference between customer lifecycle and customer journey The lifecycle is the overall relationship between customer and company, while the journey is how they experience the product and purchase process. Make revenue operations a strategic priority GTM ops and finance must work from a single model of truth.

GTM 102

GTM Cross-sell Finance Price 102

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 113

Account management Strategize Contract Contact 113

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 115

Territory Account management Cross-sell Sales 115

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 137

Sell Cross-sell Finance B2C 137

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 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

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 111

Finance Account management Strategize Engineering 111

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 106

Customers Territory Strategize Inside sales 106

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 121

B2C Pipeline SQL Strategize 121

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 120

Cross-sell Price Account management Up-sell 120

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 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 98

Territory Account management Cross-sell Retail 98

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

SEPTEMBER 25, 2019

But how can they ensure their Sales Development Reps, Market Development Reps, Sales Team Leads, Account Executives, Sales Team Managers, Account Managers and the like are working like a well-oiled machine? Thinks strategically, like a business leader. Possesses the attitude and ability to adapt.

Strategize 100

Strategize Drivers/motivators B2B Sales 100

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 128

Non-Profits Price Contract Start-ups 128

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 72

Government Process Objectives and Key Results Commission 72

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 98

Intrinsic Objectives and Key Results Government Strategize 98