How to Become a Sales Hunter
Iannarino
JANUARY 17, 2023
There are all a lot of titles for sales professionals, including account executive, account manager, sales representative, sales development rep, or business development rep.
Key Account Management: The Ultimate Guide
Hubspot
MARCH 18, 2019
These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management.
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Account Management: It’s About Keeping Customers!
SalesPop
MARCH 25, 2021
Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Bubble-area* advertising was obviously wasteful.
Why account-based expansion is B2B’s next growth lever
Martech
NOVEMBER 1, 2024
In today’s economic climate, this misalignment represents a critical oversight in how we approach revenue growth and makes a case for account-based strategies to be deployed more broadly across the expansion side of the funnel. Greater potential for product advocacy and referrals and customer stories for marketing.
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Account Management Through Pipeliner CRM—A Summary
SalesPop
MAY 21, 2021
Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Account Matrixes. White Space.
Sales Specialists And The Account Manager, Why Is There Conflict?
Partners in Excellence
NOVEMBER 27, 2012
As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. Yet too often, I see conflict between the sales specialist teams and account managers. They are accountable for a customer and territory.
The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank and Sam Blond
SaaStr
MARCH 2, 2025
When Rippling reached about 15 products, Matt realized their sales reps couldn’t effectively absorb information about all products, especially when competing against specialized point solutions. As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective.
Growth 80
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Outsourcing Strategic Account Management – What, are you crazy?!
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. Let’s create a framework for looking at strategic account opportunities.
Unlocking the Secrets to Outside Sales Success in 2023
Veloxy
JUNE 15, 2023
Essential skills for success include strong customer relations, business development, account management & problem solving abilities. Defining Outside Sales Outside sales is the process in which sales representatives, or outside sales professionals , travel to meet potential customers face-to-face. You can learn more here.
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The Sales Leadership Framework Behind Multiple $100MM ARR Orgs
Sales Hacker
OCTOBER 11, 2024
Hottest GTM jobs of the week Business Development Representative, Outbound at WorkRamp (Remote – US) Mid Market Account Executive at WorkRamp (Remote – US) Sales Development Representative at Armada (Remote – US) GTM planning & operations manager at Writer NYC – Hybrid San Francisco – Hybrid Partner Account Manager (..)
GTM 115
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The Top Mistakes to Avoid in Strategic Account Management in Consolidated Markets
Miller Heiman Group
FEBRUARY 13, 2019
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. Meanwhile, your leadership expects you to initiate a top-to-bottom review of your strategic account management plan.
What Is Key Account Management — and How Does It Help You Grow?
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’?
Sell Your Perspective with Questions
Sales Pop!
JUNE 19, 2024
Undoubtedly, one needs to ask many questions depending upon the industry they represent, but it all begins with, Why? Lockhart @Ian Moyse @Channel, Sales & Account Management Experts @ Smooth Sale Nice Girls DO Get the Sale is an International Best-Seller and Evergreen: A Classic!
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The Ultimate Guide to Field Sales Success in 2022
Veloxy
FEBRUARY 15, 2022
If you’re looking to raise your salary consider these field sales roles: Outside Sales Representative. This is usually the next step up from being a successful outside sales representative. Regional Sales Directors will oversee larger accounts while also managing outside sales reps within their designated area.
Territory 244
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The Shame in Selling
A Sales Guy
JUNE 14, 2012
Account Executive, Account Representative, Account Manager are all monikers sales people beg to have in order to avoid having to have “sales” on their business card. Why do people dismiss sales people? Why do sales people want to be referred to by anything but a sales person? It’s a shame really.
Sell 117
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Do Your Sellers Have A Future?
Partners in Excellence
SEPTEMBER 15, 2022
It represents millions of cost–recruiting, onboarding, and so forth. More importantly, it represents tens of millions of opportunity cost! We recognized not everyone wanted to go into management (actually, I learned few really wanted to be managers.). Too many have given up.
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Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners
Sales Hacker
AUGUST 7, 2020
Manager, Sales Development. Senior Sales Development Representative. Senior Account Executive. Senior Sales Development Representative. Account Executive. Account Executive. Business Development Representative. Senior Account Executive. Business Development Representative- Mid Market.
Territory 131
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Best Lead Generation Tools for Hot Leads in 2022
Sales Pop!
NOVEMBER 18, 2021
Sales Enablement Tool and key account management ( KAM). These are now united under the single revenue engine of project management. It allows users and company representatives to exchange messages directly on the site or in the app. Let’s see which tools can help you with this.
Lead generation 245
245 The “Squishy” Buying Cycle
Partners in Excellence
SEPTEMBER 4, 2013
The outcome of these buying streams may result in a purchase–or no decision, depending on how the customer aligns themselves and manages the process. I think this picture represents a lot of what I see in B2B buying cycles. Sales Person As Orchestrator Or Resource Manager Are You Prepared To Have A Customer-Specfic Conversation?
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Sales Person As Orchestrator Or Resource Manager
Partners in Excellence
JULY 8, 2013
Smaller organizations can leverage people in other functions–marketing, product management, engineering/development, or others. I’ve been compensated to contribute to this program, but t he opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.
Territory 115
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Field Sales Reps & Managers: The Complete Guide
Veloxy
FEBRUARY 22, 2023
Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.
Represent 130
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Rethinking Account Based Selling
Partners in Excellence
AUGUST 30, 2022
For those current customers within our account, we want to grow our relationship, we want to cross/upsell them. But there are new “logos,” within that account; new work groups, different project teams, different divisions, different locations. These all represent new customers within the account.
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The State of Sales: Pandemic Adaptation Survey (Report)
Sales Hacker
MAY 5, 2020
What roles are represented? The majority are sales representatives or VP/C-level (66%) but include a range of roles across the sales organization. Additionally, respondents come from small, mid-sized, and enterprise orgs, though most represent smaller companies, with as many as 250 employees. Remote Work.
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4 Principles for Prospecting in a Complex World
Sales Pop!
SEPTEMBER 24, 2023
Therefore, sellers need to consider which accounts offer the greatest alignment. To answer this question, account managers need to know which category each opportunity belongs to. Strategic” accounts are those that can benefit greatly from the solution while also representing meaningful economic value to the sales organization.
Prospecting 173
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New Car Sales - We're Different - We have the KEYS
Anthony Cole Training
JANUARY 31, 2012
Sales Manager (2). Sales Representative (5). Sales Representatives (3). 4) Be accountable for your activity. sales metrics (7). sales people (8). sales pipeline (1). sales planning (1). Sales Presentation (7). Sales Presentations (17). sales problems (35). Sales Process (24). sales prospecting (34). Sales Reps (9).
New rules for bulk email senders from Google, Yahoo: What you need to know
Martech
DECEMBER 6, 2023
That includes sales teams, particularly, business development representatives and sales development representatives that often rely heavily on outbound cold email tactics. Google Workspace inboxes are email accounts managed by businesses or educational institutions that reside on Google servers.
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It’s Account Planning Season
Partners in Excellence
OCTOBER 27, 2013
At the conclusion of the account review, the most important step is that everyone pulls out their calendars and starts scheduling the activities for which they are accountable–and the account manager schedules reviews to make sure they are done. Account planning and account plans are important.
Growing your SAM: Making the Leap from Small to Midsize-Business Customers
SaaStr
MARCH 19, 2021
Of course, we were excited by the opportunity those larger customers represented, but it scared us a bit, too. Sales motion, account management and customer experience. We had to learn to be patient, and nurture these larger accounts throughout their decision-making process. . There was a lot we didn’t know.
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Sales Role Agility
Partners in Excellence
MAY 23, 2013
The problem with categorization, many models or constructs is they represent an approximation of the real world at a point in time. Account Management Coaching Customer Experience Future Of Buying Insight Selling Professional Sales Sales Effectiveness Sales Strategies Sales Training'
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Powerful Questions to Qualify Sales Opportunities
Score More Sales
JULY 11, 2013
We both were account managers selling millions of dollars worth of technology to a major aircraft company. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. He was my sales colleague.
Sales 123
123 It’s Not About The Form/Template
Partners in Excellence
NOVEMBER 1, 2013
I’ve been compensated to contribute to this program, but t he opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.
Territory 116
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? Bullseye Product Launches: Tactical Tips From Expert Operators to Nail Your Next Launch
Sales Hacker
DECEMBER 8, 2023
Hottest GTM jobs of the week: Partner Relations Manager at Vanta (Remote – US) Account Manager at Gorgias (San Francisco, CA) Inside BDR at AutoSled (Rockville, MD) Business Development Representative at Mutiny (Remote – US) Revenue Operations Manager at Vividly (Remote – US) See more top GTM jobs on the GTMfund Job Board.
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$1M to $100M in 20 Months, The Hard Part: How Everything Breaks in Hypergrowth with Deel Co-Founder & CRO Shuo Wang (Video)
SaaStr
JANUARY 30, 2023
To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. With the growth of account management, Deel grew the business from 50 million ARR in December 2021 to 100 million ARR by the first quarter of 2022.
Cross-sell 111
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Band Aid Management Or Sales Management Operating System?
Partners in Excellence
SEPTEMBER 29, 2013
I’ve been compensated to contribute to this program, but t he opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. We Are Who We Hire.
Sales 116
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Google advertisers are confused between support and sales – we asked for clarification
Search Engine Land
JANUARY 23, 2024
” “Even their positions in their email signatures never mention ‘sales’, but rather ‘solutions’ or ‘account management’, and so on.” For instance, an account strategist may be assigned for a short duration to aid in onboarding and scaling an account.
Commission 110
110 
What’s The Deal?
Partners in Excellence
JANUARY 28, 2014
It represents our best practices in developing and executing our deal strategies. Account Management Accountability Busyness Execution Prospecting Responsibility Results Sales and Marketing Tools Sales Effectiveness Sales Process Sales Strategies Time Management' A sales process is about deals!
Territory 104
104 
Martech vendors need to engage year-round, not just at renewal time
Martech
AUGUST 25, 2023
A new account manager that we haven’t met before, asking for money. ” Tara Wrigley, an actual customer success representative, expressed some frustration. “We just cancelled a SaaS product we’ve used for three years. Each year, we get the same email from them, a month out from renewal.
Contract 98
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Performance Improvement — Looking In The Mirror First!
Partners in Excellence
JULY 1, 2014
Are you actively engaging your own manager in your development? These aren’t exhaustive, but they represent starting points for each of us, regardless of our role or level in the organization to constantly improve our own performance. Sales Performance Management—Effectiveness And… No related posts.
Territory 97
97 
How to Conduct Sales Performance Evaluations
Highspot
MARCH 6, 2025
Sales development representatives (SDRs), account executives (AEs), and account managers (AMs) have different responsibilities and success indicators. Tailoring Performance Evaluations for Different Sales Roles While tracking performance metrics is important, not all sales roles should be evaluated using the same metrics.
Which Type of Sales Job Is Right for You?
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
101 
Finding the Right Sales and Sales Management Candidates
Understanding the Sales Force
MAY 22, 2014
That represents two major sourcing shifts in just 5 years. The competencies of an inside salesperson, hunter, closer, consultative seller and even account manager are vastly different, so it is imperative that we not only define those competencies, but use tools to measure them.
Sales 97
97 Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing
Pointclear
APRIL 2, 2013
The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson.
B2B 81
81 
Microsoft Store Ads to appear in Bing search results
Search Engine Land
JUNE 8, 2023
First, get in touch with your Microsoft Advertising account manager or Microsoft Store representative. Then, contact the Microsoft Advertising Sales Team to set up a new account. Next, call the Microsoft Advertising Support Team if you are a non-managed account customer.
Territory 84
84 
How to Kick Off Your SaaS Sales Career
Hubspot
APRIL 27, 2023
Sales Development Representative As a newbie to SaaS sales, you should try to start with a sales development representative (SDR) role. Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. SDRs are responsible for outbound prospecting. Always be yourself."
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