Martech

AUGUST 26, 2024

Marketing flies the plane and sales serves the coffee, perhaps? I recall IBM in the 1990s with the “hybrid” program for selling huge mainframes by breaking the sales process into its component parts, and assigning various parts to cheaper channels, like inside sales, direct mail catalogs, and channel partners.

B2B 135

B2B X-functional Cross-sell B2C 135

Sales Hacker

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. But when done right, it can transform your sales organization into a high-performing revenue machine.

GTM 117

GTM X-functional Pipeline Construction 117

Iannarino

NOVEMBER 4, 2022

In a recent post on LinkedIn, I noted that accounting managers rarely ask people for advice on motivating their accounts payable people. Several readers responded that accounts payable clerks need not deal with the rejection encountered by salespeople.

Account management 269

Account management Drivers/motivators Sales 269

Membrain

FEBRUARY 26, 2020

The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.

Account management 130

Account management Sales 130

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. In my experience, the biggest culprits behind this inefficiency are bloated, disconnected sales tech stacks with poor training and low user adoption. Double Sales Productivity in only 1 Minute. Lets dive in.

Product 130

Product CRM Price Objectives and Key Results 130

Hubspot

MARCH 7, 2023

Account managers are the liaison between a company and its clients. Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. You can practice formulating answers that highlight your skills as an account manager.

Account management 80

Account management Clients Contact CRM 80

Understanding the Sales Force

AUGUST 3, 2022

If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday.

Account management 118

Account management Territory Gaming Up-sell 118

STAR Results

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Sales 274

Sales Territory Relationship building Account management 274

RAIN Group

DECEMBER 4, 2024

What Is Strategic Account Management? Strategic account management (SAM) is a systematic approach to managing and growing an organization's most important customers (often referred to as key accounts) to maximize mutual value and achieve mutually beneficial goals.

Account management 78

Account management Strategize Customers Sales 78

Martech

AUGUST 12, 2024

Knowing where contacts are in their customer journey lets you see whether they should be handed off to sales or further nurtured by Marketing — and how to communicate with them when you do. Optimizing marketing-to-sales handoff Is your marketing-to-sales handoff working correctly?

CRM 122

CRM Contact Account management Follow-up 122

Martech

NOVEMBER 1, 2024

Account-based expansion — targeting growth within existing customer accounts — could be the key to sustainable growth, faster sales cycles and lower acquisition costs. Marketing, sales, customer success and operations — all elements of GTM — work together to drive revenue growth across these areas.

Growth 136

Growth GTM B2B Strategize 136

Sales Pop!

JUNE 13, 2022

We are creating a new category in the sales technology industry: the Sales Suite. Today sales—and, really, commerce as a whole—has hit an all-time high of complexity. That kind of approach is not solving our already overly complex sales and commercial landscape. Wrong Approach to Complexity. Talk about complex!

Pipeline 234

Pipeline CRM Angle Sales 234

Membrain

MARCH 16, 2025

Join us as we explore the complexities of B2B sales with Des McCluskey , Managing Partner of Padeda and former Sales Director at Johnson & Johnson. Des shares practical insights on building effective sales playbooks, the critical role of first-line sales leaders, and navigating complex sales cycles.

Growth 77

Growth Account management B2B Sales 77

Veloxy

JUNE 15, 2023

The year 2023 has brought with it new challenges and opportunities in the world of outside sales. As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Martech

SEPTEMBER 11, 2024

Many companies operate with rigid boundaries between the marketing, sales and customer success departments. The hidden cost of boundaries: Why siloed teams hurt revenue and customer satisfaction Putting boundaries between marketing, sales and customer success in your business could cost you money and lower customer satisfaction.

Cross-sell 111

Cross-sell Customers UX A/B testing 111

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Martech

JANUARY 14, 2025

So, less than a quarter of B2B revenue actually comes from new accounts. Dig deeper: Why marketers must move from retention tactics to customer respect The focus on new accounts comes from sales teams incentivized to pursue them. “Well, of course, our sales counterparts are demanding it, she said. Give me leads.

B2B 132

B2B Customers Objectives and Key Results Cross-sell 132

Sales Pop!

MARCH 30, 2025

For example, would finance or accounting prefer compliance-oriented solutions while marketing would opt for more creative choices? Does legal have a good working relationship with sales or do they view them with malice? In large accounts, the buying team multiplies the people problem. Is the accounting manager a C compliant?

Legal 134

Legal Finance Territory Up-sell 134

Sales Pop!

FEBRUARY 20, 2024

I am your host, and today I am thrilled to share with you the insights from a recent podcast episode where I had the honor of interviewing Karl Becker , the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. He emphasized that for success in sales.

Customers 162

Customers Account management Sales Clients 162

Sales Pop!

APRIL 10, 2022

For example, when viewing opportunities, it might be that the Pipeliner Feature called Buying Center, which graphically maps relationships within prospect or client companies, is very important to a user or a sales team. Different types of accounts can require different fields within forms, and now Pipeliner CRM users have this flexibility.

Pipeline 226

Pipeline CRM Account management Contact 226

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. Identifying high-quality leads can be challenging though, which is where a sales methodology like the MEDDIC sales framework comes in.

E-commerce 87

E-commerce Territory Pitch Sales 87

Martech

AUGUST 12, 2024

This month, the big news is all about improved data management, making customer interactions smoother and cutting down the time you spend on busy work. Sales teams, get ready to level up with awesome new tools for managing leads. It is not designed for 1-to-1 sales or customer support conversations.

CRM 122

CRM Pipeline Contact Conversion 122

Salesforce

APRIL 2, 2025

That’s a classic example of product-led sales (PLS). And while your product or service might not be as tasty, there are proven strategies and tools that you can use to improve your sales. Discover how to make product-led sales a part of your go-to-market strategy. What you’ll learn: What is product-led sales?

Product 86

Product Territory Sales Price 86

Search Engine Land

AUGUST 19, 2024

With the emergence of AI, the roles of operations, client services, writers, SEO execs, account managers, SEO directors and tech SEOs could be significantly transformed or even replaced by AI agents, potentially reshaping the entire SEO industry. Account management could be as easy as receiving a client’s email or chat message.

Account management 84

Account management Clients Gaming Drivers/motivators 84

SaaStr

MAY 21, 2024

So G2 put out a survey and report on customer success recently that was an eye-opener: 67% of CS execs report having a sales quota 53% of CS execs now view their job as primarily a sales role Now some of this may be semantics. Business software companies have had “account managers” responsible for upsell since the earliest days.

Quota 129

Quota Customers Account management Sales 129

Iannarino

JULY 26, 2021

Being a sales leader means recognizing your mistakes, including hiring mistakes, and dealing with them quickly to minimize harm. It is not uncommon for sales leaders to delay coaching or retraining, or to allow the individual too much time to demonstrate the required behavioral changes.

Clients 300

Clients Account management Contact Start-ups 300

Veloxy

OCTOBER 24, 2022

As a sales manager, you have a crazy number of options to choose from to build the ultimate sales tech stack. It was recently found that 67% of sales teams have 4 to 10 sales tools in their tech stack. This is great, however, B2B sales teams are struggling with low team adoption and unclear ROI.

Quota 147

Quota Contract Account management Price 147

Iannarino

JUNE 21, 2021

The Gist: One of the easiest ways to recognize your sales approach is to look at the level of value you create for your clients. In 2011, I was asked to help a client’s strategic account management team improve their results. From Legacy to Modern Sales Approaches Parts 1-8: Part 1 | Approaches.

Strategize 187

Strategize Clients Sales B2B 187

Membrain

FEBRUARY 5, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Warwick Brown for a deep discussion about key account management.

Account management 133

Account management Sales 133

Partners in Excellence

JANUARY 26, 2021

Sales growth has become a “predictable” math equation. Customers become widgets in our efficient sales strategy. They are processed by SDRs, SEs, Demo people, Account Managers and others. Sales has always been about people and relationships. We Get Sales Math Wrong! The Magic Is In The Numerator!

Process 147

Process Sales B2B Quota 147

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Partners in Excellence

JANUARY 24, 2025

For example, the manager for one of the highest performing sales teams I know only tracks about 5 metrics, YTD performance against plan. ” Customer service will have their 5, marketing theirs, rev op/enablement theirs, inside sales/BDRs theirs, field sales theirs, account managers theirs.

High impact 111

High impact Pipeline Inside sales Quota 111

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. What is Predictive Sales Analytics? It’s not new that data is important for a sales force.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Pop!

SEPTEMBER 9, 2023

The real problem, though, is that they never fully complete developing the core of the CRM, especially for sales. What does sales require? It requires lead management , opportunity management , account management, key account management , project management and other sales-related functions.

CRM 173

CRM Pipeline Account management Appointment 173

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.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. Sales performance evaluations often feel like a box-checking exercise for managers and a stress test for sales reps. What is a Sales Performance Evaluation?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52