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’?

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Account management Finance Promote Cross-sell 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

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.

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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

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.), in today’s newly evolved business environment everyone sells. The more you can support the sales process, the more indispensable you are to your company.

Strategize 67

Strategize Sell Account management Trust 67

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.

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Account management Objectives and Key Results Cross-sell Non-Profits 91

RAIN Group

MARCH 24, 2021

But that’s all in the hands of the key account team now. Your team just won a new logo! Congratulations! This one has buzz.

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Account management Launch Clients Closing 140

SalesPop

JULY 9, 2021

For any company involved with sales, account management and key account management is crucial and requires a vastly different skillset and toolset than winning new sales. What is (Key) Account Management? Yet account management still requires planning, resources, time and energy. Importance.

Account management 52

Account management CRM Cross-sell Strategize 52

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

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

A Sales Guy

JULY 30, 2012

The single most important element of account management and one of the most critical sales skills is proactivity. Yet, unfortunately, far too many farmers or account managers leave too much to reaction or reactivity. The great advantage to account management is your access to data. Manage them proactively.

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Account management Strategize Gaming Start-ups 116

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

Partners in Excellence

OCTOBER 31, 2016

Finally, developing a collaborative governance structure is critical to long term account development, helping both the account and us keep the relationship as “important” and managing the challenges of incumbency. Related Posts: What’s Wrong With Strategic Accounts? No related posts.

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Account management Government Strategize Customers 86

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 85

Strategize Objectives and Key Results Strategic partnership Cross-sell 85

Martech

NOVEMBER 1, 2024

Why traditional account management falls short The conventional customer success model, while valuable for retention, often lacks the sophisticated orchestration needed for strategic growth. Traditional account management typically focuses on reactive support and renewal management rather than proactive expansion opportunities.

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Growth GTM B2B Strategize 117

Pointclear

MARCH 8, 2011

Strategic account management and marketing automation: a marriage made in heaven or oil and water? I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads.

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Account management Strategize CRM Technology 65

Partners in Excellence

JUNE 21, 2012

Whether we call them strategic accounts, global accounts, key accounts, or corporate accounts, these Very Important Customers are revered in our companies—usually because they give us a lot of money. ” . ” The response caused the strategic account manager to stumble.

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Strategize Account management Price Customers 88

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!

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Strategize Clients Sales B2B 173

SaaStr

AUGUST 26, 2022

Who we’re hiring for at SaaStr: Director of Account Management to support our top sponsors. Director of Strategic Content. The post Who We’re Hiring for Team SaaStr: Director of Account Management, and Director of Email / Growth Marketing appeared first on SaaStr. Director of Email / Growth Marketing.

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Account management Growth Strategize Campaign 20

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. TDMs make decisions related to technology.

Finance 105

Finance Strategize Account management Engineering 105

SBI

JANUARY 22, 2020

How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue Growth. Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes to transform their Account Planning program. WHEN: THURSDAY, 2/13 AT 11AM PT.

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Strategize Growth Pipeline Engineering 43

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. A new opportunity presented itself, and I was ready for a new challenge.

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Sell Cross-sell Finance B2C 114

Search Engine Land

JULY 3, 2024

Fresh slates with potential or newer account managers who are more lead-gen focused and align with our processes are preferred. Additionally, she points out that this is a strategic choice because her agency is focusing on a potential gap in the market: the client experience.

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Objectives and Key Results Campaign Strategize Legal 98

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. Then, the Account Manager from Success will be responsible for any large clients subsequently pushed over.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

APACSMA

DECEMBER 14, 2023

Achieving Success Through Strategic Training Sales Training and Certifications play a pivotal role in empowering professionals to navigate the dynamic landscape of the sales profession. Instead of giving up after an initial failure to close a deal, consistent follow-ups and providing ongoing value can eventually lead to success.

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Cross-sell Inside sales Account management Strategize 52

SaaStr

JULY 1, 2024

You may also want to hire strategic account managers if you’re going after these big whales. Some organizations have one strategic account manager who only handles one big account, managing that relationship and land and expand.

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Cross-sell Price Account management Up-sell 95

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!

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Intrinsic Objectives and Key Results Government Strategize 84

Martech

AUGUST 12, 2024

Companies with no owner by target account : Identifies target accounts without assigned ownership, crucial for strategic account management. Companies with no associated contacts, by target account : Shows target accounts without linked contacts, which may indicate data entry gaps.

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CRM Contact Account management Follow-up 107

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.

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Engineering Objectives and Key Results Cross-sell Pipeline 103

SaaStr

SEPTEMBER 8, 2024

It’s a fantastic place to hire sales people, account managers, customer service team members and startup hustlers.” If you can’t afford that person, you’ll have to be very conscious about finding time to be strategic, to working on improving the business, not just doing the day-to-day work of the company all the time.

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Non-Profits Price Contract Start-ups 125

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

Martech

JULY 26, 2024

Strategic martech investments Outperformers benefit, but low performers need to address foundational issues first. Outperforming pharmaceutical companies use CRM as strategic martech investments. Martech high flyers Both outperformers and low performers benefit from increased maturity.

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Pharmaceutical CRM B2C Technology 95

Search Engine Land

AUGUST 5, 2024

Just as a restaurateur’s vision and management support a chef’s brilliance, human marketers play a vital role in ensuring that AI has the best data (ingredients) and strategic direction (menu). Visionary leadership In a restaurant, the restaurateur is responsible for the overarching vision and strategic direction.

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Campaign Strategize Meeting Account management 86

SaaStr

JULY 18, 2024

The expand and extend motions are for the more strategic customers HashiCorp is wanting to grow. The Field CTO can come in again on strategic advisory, which is more of a cadence determined by that particular business’ needs. For landing customers, they’ll have solutions engineers who can call the Field CTO to support conversations.

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Customers Trust Engineering Strategize 93

Partners in Excellence

JUNE 30, 2022

Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies. As you look at your strategic account planning, what specific things are you identifying to help the customer innovate? Related Posts: What's The Purpose Of Account Planning?

Growth 71

Growth Cross-sell Strategize Account management 71

Martech

APRIL 25, 2024

It’s always use-case driven and we all need that reminder even if we know it,” said Milton Hwang , a strategic consultant and program leader for Kellogg’s Graduate School of Management. Will there be changes in response times, support channels, or account management? What are the use cases for it?

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Contract Legal Price Technology 98

Partners in Excellence

AUGUST 30, 2022

As a leader, reviewing account/territory plans, I’d basically ask my people, “what new customers are you focused on acquiring this year, what are you going to do to prospect and engage them?” ” The territory managers would identify new accounts in their territories. It's Account Planning Season.

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Sell Territory Cross-sell Referrals 101