Martech

AUGUST 12, 2024

Dig deeper: 3 traits of an effective marketing CRM product owner Optimizing marketing performance Where are your contacts coming from? Companies with no owner by target account : Identifies target accounts without assigned ownership, crucial for strategic account management.

CRM 116

CRM Contact Account management Follow-up 116

Salesforce

OCTOBER 6, 2021

Which account management skills should you be focused on right now? Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. Most recruiters look for hunters to fill sales roles and farmers to fill account management roles. Leadership skills. Communication skills.

Account management 96

Account management Objectives and Key Results Clients Drivers/motivators 96

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

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. What to Do Instead.

Account management 69

Account management Strategize Manufacturing Closing 69

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

Search Engine Land

AUGUST 22, 2024

Segmentation by best sellers, product attributes, location, profitability and user type. A comprehensive product matrix approach. One campaign fits all This approach is common for small accounts that don’t generate high levels of conversions, making segmentation difficult to justify. This is often the case with D2C accounts.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

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

Incumbency creates a different set of problems with our accounts. The customer knows us, knows our products—warts and all. Related Posts: What’s Wrong With Strategic Accounts? Yet we still are driven to expand the relationship. The familiarity with each other is, often, a challenge. No related posts.

Account management 90

Account management Government Strategize Customers 90

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( You gotta know the product cold.) Similar to most structures of a technical sales team. Talk to users.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. Churn is influenced by metrics like product usage, QBR frequency, and expansion opportunities. Sustained success demands a strategic approach backed by powerful technology. Share Tag GTMnow so we can see your takeaways and help amplify them.

GTM 116

GTM X-functional Pipeline Construction 116

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. The first level of value (Level One) is the value found in your product or service. Salespeople (still) using the legacy laggard approach pitch their product and services, relying on the first two levels of value.

Strategize 183

Strategize Clients Sales B2B 183

Sales Hacker

JANUARY 24, 2025

acquisition and 7 startups The most successful companies understand that product and go-to-market strategy must be deeply interconnected. But sustainable growth requires a cohesive approach, where every decision about the product is made with its market fit, buyer journey, and expansion potential in mind. Insight from a $1.3B

GTM 103

GTM Cross-sell Finance Price 103

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

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

Sales Hacker

AUGUST 7, 2020

Manager, Business Development. People First Productivity Solutions. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. BQ Productions. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

SaaStr

JULY 1, 2024

Do you have customers who are using your product successfully now? Make sure your product is ready. Figure out what they care about, how they use the product, and how they describe success when using it. You’re going after a different buyer with longer sales cycles, and it will require more product expertise.

Cross-sell 120

Cross-sell Price Account management Up-sell 120

Partners in Excellence

APRIL 18, 2014

They have goals, translated both to financial (revenue, earnings, growth), and strategic (share, market visibility, brand reputation, etc.) Related Posts: Sales Specialists And The Account Manager, Why Is There… Who Is Your Customer? No Free Lunch, Investing In Sales And Marketing Falling In Love With Our Products!

Territory 118

Territory Account management Quota Strategize 118

Heinz Marketing

JUNE 22, 2023

Maybe it feels like the committee you have drafted doesn’t address all of the nuanced details of the kinds of accounts your SDRs interact with the most? What if your product or service addresses multiple verticals? They are usually executives or managers who have a broad understanding of the company’s goals and objectives.

Finance 111

Finance Account management Strategize Engineering 111

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. We also have companies with just OK products but great go-to-market teams, and they’re doing well.”

Sell 137

Sell Cross-sell Finance B2C 137

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

SaaStr

SEPTEMBER 8, 2024

If you are not familiar with Flexport, they are a licensed customs brokerage and freight forwarder built around a modern web application that helps brands move products around the world. Are you selling a product in a well defined category with other direct competitors? Very early on it’s weighted towards product vision and sales. “We

Non-Profits 128

Non-Profits Price Contract Start-ups 128

Sales Hacker

MAY 6, 2021

Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Using the aforementioned pipeline metrics to forecast the commercial business drivers well into the future, segmented by the lines of products, market segments, etc to report to the C-level executives and board of directors.

B2C 122

B2C Pipeline SQL Strategize 122

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. Buyers Are Self Educating, So Should Sellers!

Territory 113

Territory Account management Cross-sell Sales 113

Partners in Excellence

OCTOBER 12, 2021

When we looked at new customer acquisition and expansion within accounts, there was virtually none. We dove deeper, we looked at the product lines driving the most revenue. Over 95% came from their older, traditional product lines. We have to look to balanced performance across the entire product line.

Territory 135

Territory Quota Growth Account management 135

Hubspot

JUNE 6, 2019

It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. A sales analyst might even coordinate with the marketing team on how to run successful campaigns, or work with the supply chain team to make production or inventory run smoothly.

Finance 99

Finance SQL Strategize Account management 99

SaaStr

APRIL 1, 2022

Many founders find themselves confident in one area of their business, whether it be the product, customer success, or, in Schuck’s case, sales. However, when you withhold investment from specific teams, it might reveal a more serious problem with your trust in teams or your product. Mistake #10: Not Having the Right Account Structure.

GTM 109

GTM Account management Growth Strategize 109

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

Sales Hacker

OCTOBER 4, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. The same principle applies – build demand for your product while you’re building. Don’t wait for the perfect product launch to start generating demand. You should be doing this continuously, in parallel with product development.

GTM 112

GTM Launch Education Account management 112

SaaStr

JULY 18, 2024

Sarah Polan, EMEA Field CTO at HashiCorp, and Louise Fellows, VP NEMEA at HashiCorp, explore the relationship between Field CTO and sales to help you understand why it exists and how you can leverage this relationship when you have a highly technical product. That’s why it’s important to have a full-fledged sales cycle.

Customers 120

Customers Trust Engineering Strategize 120

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. For our product, the best way to achieve this goal was through a mid-market pod. find, sell, and keep ).

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Partners in Excellence

FEBRUARY 23, 2022

We put in place programs to attract channel partners (or if we are a channel, to attract the companies developing the products/solutions) getting them to sell our products. ” That is the partner takes our products to the end customer, selling the products to the customer.

Strategic partnership 137

Strategic partnership Sales Strategize Commission 137

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. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

SaaStr

JANUARY 30, 2023

Deel overcame these challenges by taking care of these four things: Finding a product focus When Deel got accepted by Y Combinator in 2019, everyone loved the idea but hated the product. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Understanding the Sales Force

FEBRUARY 16, 2016

Prospects have expectations - for the meetings, salespeople, products, services, prices and terms that a company will offer up during your sales cycle. But in this case, there is an even better comparison to strategic account management and customer service.

Service 78

Service Customers Account management Sell 78