PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. 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.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Partners in Excellence

AUGUST 30, 2022

And just like any other seller, we have to prospect to identify, qualify, and pursue opportunities within the account. Just like in a normal territory, we leverage relationships and referrals as much as we can, within our account territories. They are the gateway to growth, either with them or through their referrals.

Sell 128

Sell Territory Cross-sell Referrals 128

Partners in Excellence

AUGUST 25, 2014

We have to find new customers and new opportunities, so we have to have a prospecting plan within the account? How can we leverage referrals from our current customers within the account? Prospecting within the account is no different than prospecting within the territory–except the account may be our territory.

Territory 116

Territory Cross-sell Strategize Account management 116

Partners in Excellence

MARCH 18, 2015

We reap the benefits of this brand building and thought leadership in growing the results we and our customers achieve, growing our “following” through strong referrals made by our customers to others in the community or industries. No related posts.

Territory 110

Territory Trust Account management Referrals 110

The Sales Hunter

MARCH 25, 2012

Take on account management and customer service roles?” Give Salespeople the Tools to Generate Referrals. Your clients know a ton of people, and they could be your best source of referrals—but that resource is totally under-leveraged. Sit back and wait for the phone to ring? Let the Conversation Begin.

Lead generation 81

Lead generation Referrals Cold Call Clients 81

Hubspot

JANUARY 25, 2018

If one of your customers has recently passed along some praise (to you, their account manager, your boss; on an online forum; to another potential customer; etc.), Case Study Interview Questions About Willingness to Make Referrals. Does your company participate in any partner or referral programs? Best, [Your name].

Referrals 101

Referrals Account management Product Process 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. Referral Marketing.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Sales Hacker

MAY 10, 2021

Generate referrals. Customer support teams can look at generating sales through referrals. Since they are in touch with the clients more often, they can identify and cultivate relationships that may lead to referral sales. Over 80% of small business owners say that referrals are their primary source of new business.

Cross-sell 81

Cross-sell Customers Referrals Pitch 81

SaaStr

JULY 7, 2023

Tactic #7: Gamify Your Customer Referral Programs Many companies have a single fixed reward for referrals. There’s no one-size-fits-all to customer referral programs, so create tiered incentives based on the number and quality of referrals. The risk here is that you might get unhappy customers who provide lower scores.

Referrals 97

Referrals Gaming Non-Profits Campaign 97

Anthony Cole Training

JANUARY 31, 2012

Sales Management Issues: I think we talked about the pervasive industry problem of lack of accountability management, the bottom line being the primary measuring stick, and the over abundance of “seagull management” -the boss flying in, crapping all over everyone, and flying out.

Objectives and Key Results 168

Objectives and Key Results Drivers/motivators Sales Up-sell 168

Hubspot

NOVEMBER 27, 2020

For instance, if you search "#BlackOwnedBusiness" on Twitter, you can find plenty of accounts managed by Black business owners — liking, reposting, and sharing their content is also a great way to support these businesses. She also proposed searching social media sites to find Black-owned businesses online. Image Source.

Referrals 101

Referrals Promote Trust Account management 101

Search Engine Land

JANUARY 26, 2024

Let’s tackle best practices for onboarding new clients and offboarding those who leave that will improve the client experience, get to work quickly, and enable future referrals. Managing client transitions seamlessly As a search agency, you are always trying to win new business. This is a referral business.

Clients 85

Clients Referrals Trust Pitch 85

Hubspot

JULY 3, 2018

From the client's perspective, frequent changes in account managers lead to unstable relationships. A sales territory is the regional, industry, or account type assigned to a specific salesperson or sales team. By identifying the value of each account, you can prioritize accordingly in your sales territory planning.

Territory 101

Territory Referrals Quota Sales 101

SaaStr

AUGUST 16, 2021

Referral bonus that is meaningful $5k pre tax (1/2 on 1st day at work, 1/2 after 6 mtgs)” — Mark Matzke, ServiceNow. “1/ Divide your churn into manageable and unmanageable areas 2/ Strip out definable areas of churn reason (e.g. Pay sales reps on renewals (enough to keep them from overselling year 1).

Referrals 129

Referrals Relationship Management Account management Growth 129

Sales Hacker

MAY 5, 2020

By chatting with people online and asking for internal referrals, I’m booking meetings. More prospecting by Account Managers. Also, talking to people who engaged with our company before. Recognizing Q2 is going to be difficult and trying to build for Q3. Focusing on our existing customers to maintain strong NPS.

Cold Call 120

Cold Call Quota Represent Pipeline 120

Engage Selling

MARCH 19, 2012

Similarly, if you have a customer who regularly provides you with great new referrals, examine how your selling process can acknowledge that fact and encourage more of that practice. 3. Invest in account management. I’m constantly surprised now many companies overlook the importance of having an account management process.

Process 78

Process Account management Sales Referrals 78

Sales Hacker

MARCH 12, 2020

Have you properly leveraged employee networks and referrals? It’s useful to leverage the networks of current employees for these types of hires, so make sure you have an excellent referral incentive program in place. Too often, leaders think it’s a good idea to reassign top salespeople to be account managers.

Territory 100

Territory Quota Referrals Commission 100

Score More Sales

OCTOBER 24, 2013

This is a stunning finding – 95% of sellers use their business title, like “Account Manager” instead of something that might relate more to your buyer – like, “Helping mid-market IT teams better manage assets” (or whatever it is that you do for buyers. A good headshot CAN better connect you to your buyer. Profile Heading.

Referrals 86

Referrals Represent B2B Contact 86

SaaStr

OCTOBER 25, 2021

Account management it’s same work. “1/ Free plans on software with setup costs 2/Affiliate links or referral bonuses on B2B software 3/ Competing on price in general ” — Parthi Loganathan, LetterDrop. It’s generally much better to focus your energy on adding usage, seats, etc. Jason, ed. :

Price 127

Price Contract Referrals Contact 127

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 88

Territory Referrals Inside sales Sales 88

Sales Hacker

APRIL 11, 2019

If you do end up with a successful altruistic sales rep, they’re probably in account management and not a true sales role. As a sales manager, you consistently tell this person to get back on the phones, stop getting caught up in operations or customer service problems, and remind them they have a quota.

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

SaaStr

OCTOBER 6, 2019

More account managers and farmers. Referrals and second-order revenue are working. Specialization works — but it’s an up-front investment. As you approach $10m, you are going to need to do more specialization. More SDR: AE pairing. More appointment setting. We have a mini-brand, and then a brand. A good NPS.

Non-Profits 107

Non-Profits Growth Appointment Sales 107

Score More Sales

SEPTEMBER 15, 2013

If you are a sales rep, it’s shared with sales leadership and possibly your account management team. Pull it All Together with a Game Plan. Your “game plan” is the actual plan you use to grow sales and hit your revenue numbers. It is shared with those in the company who are involved in your success.

Sports 88

Sports Gaming Pipeline Sales 88

Hubspot

OCTOBER 13, 2020

Was it a referral, a Google search, or something else? Alternatively, if the client found your company by referral, that means your reputation is credible by word-of-mouth. Orientation, beginning stages, experience with your account manager, understanding the tech if applicable, etc.). Next, you want to get the facts.

Customers 101

Customers Referrals Clients Service 101

SaaStr

JANUARY 31, 2022

You need to have the people already in place when you’re looking to hire for senior account management. I actively diversify my network via meetups, introductions, and asking for referrals. When you’re growing your team, think about what future leaders you might need. I do a lot of coaching and mentoring.

Territory 98

Territory Cross-sell Quota Networking 98

Hubspot

OCTOBER 27, 2011

” One of the biggest productivity killers in sales is giving a sales rep more than one core sales responsibility -- such as inbound lead qualification, outbound prospecting, closing, or account management. Account Management/Customer Success: This includes client deployment, services, account management, and renewals.

Account management 72

Account management Cold Call Referrals Sales 72

Understanding the Sales Force

NOVEMBER 29, 2023

After I moved all of the legitimate and very illegitimate emails into trash, I identified 26 emails – all from yesterday – that were cold solicitations from BDRs, account managers, customer service reps, marketing reps, and even CEOs. I’ve written about using the phone before.

Meeting 80

Meeting Cold Call Appointment Referrals 80

Sales Hacker

JANUARY 11, 2018

Earning repeat business/referrals. 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. Lead generation.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

ConversionXL

APRIL 18, 2017

Relying only on referrals is a tough life. You’re not in control of the inputs or the outputs when you only rely on referrals for business, so if referrals stop coming, then what can you do? My advice: referrals are great, but have another lead generation channel as well. Front End Development.

Referrals 87

Referrals Clients Price Contract 87

Closing Bigger

SEPTEMBER 18, 2023

In-between meetings: One area to enhance our performance, pipeline, referrals, deal size, and renewals is by systematizing and emphasizing what I term “in-between meetings” These are value-added interactions over time with key accounts outside of and amidst the essential steps in the sales process. So this is important.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Search Engine Land

APRIL 26, 2023

Of course, diagnosing a PPC account can take many different routes. But you can see how this process pushes account managers to continue digging for the right solution. Isolating the impacted timeframe The first step in identifying and analyzing an issue within a PPC account is isolating the timeframe where a change occurred.

Technique 77

Technique Account management Click Through Rate Campaign 77

ConversionXL

AUGUST 21, 2014

Finally, Groove sent the following email to two groups—their most engaged users, and a random control group—around their referral program with a month free incentive: (minus the reference to usage): image source. They found that their power users sent almost 400% more referrals than the control group. Why Did This Happen?

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

SalesLoft

APRIL 11, 2018

To manage this he relies heavily on cadences. His cadences are set up to keep him on top of anything from scheduling first meetings and demos to sourcing referrals from and maintaining relationships with prospects or customers. The first cadence I’d like to talk about is the referral cadence.

Referrals 59

Referrals Pipeline Sales Account management 59

Hubspot

APRIL 27, 2023

Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. Post-Sales Account Manager After the AE closes a deal, a post-sales account manager is responsible for managing that sales account and ensuring that the client is satisfied with the quality of the product or service.

Account management 88

Account management Commission Contract Sales 88

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 71

Territory Referrals Inside sales Sales 71

Sales Hacker

FEBRUARY 14, 2022

Retained CSMs for Enterprise, allowing them to have more strategic conversations about account management, while still giving them access to day-to-day support. But referrals became increasingly important to us because they allowed reps to get closer to the ultimate prize. So how did the team react to the changes?

Legal 108

Legal Cold Call Contract Inside sales 108

SalesLoft

JULY 5, 2018

By having account information readily accessible, AEs can confidently execute tasks and impress prospects with their knowledge and preparation. Referral Selling. Referral selling should be a chief business development tactic. 92% of buyers trust referrals when making a buying decision, but only 11% of salespeople ask for them.

Customers 52

Customers Referrals Trust Pipeline 52