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.

Account management 23

Account management Growth Strategize Campaign 23

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.

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Account management Objectives and Key Results Clients Strategize 97

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 109

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

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.

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Account management CRM Pipeline Strategize 80

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 96

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?

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Account management Strategize Objectives and Key Results Cross-sell 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 116

Strategize Sales Pipeline Non-Profits 116

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.

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Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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.

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Account management Negotiate Clients Strategize 52

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.

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Strategize Cross-sell Strategic partnership Growth 72

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.

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Account management Objectives and Key Results Strategize Legal 52

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.

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Strategize Sell Account management Trust 66

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 174

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 138

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

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.

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Account management CRM Cross-sell Strategize 52

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? Account Management Execution Problem Solving Professional Sales Results Strategy'

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Territory Account management Quota Strategize 124

Partners in Excellence

AUGUST 25, 2014

Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Grow the account. Become a strategic partner. I believe it’s my God-given right to 100% share of the account! Build additional business… The list can go on.

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Territory Cross-sell Strategize Account management 122

Partners in Excellence

OCTOBER 27, 2013

We may want to grow the relationship, moving from being an important vendor to a strategic partner. I’m often perplexed by the number of selling organizations declaring a “special relationship,” touting, “We’ve made you part of our Strategic, Super Dooper, Awesomely Terrific, Key Account Program!”

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Account management Strategize Contract Contact 119

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 128

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.

Sell 137

Sell Cross-sell Finance B2C 137

Partners in Excellence

JULY 8, 2013

Smaller organizations can leverage people in other functions–marketing, product management, engineering/development, or others. In many cases, we leverage strategic partners to help provide the breadth and depth of skills needed to drive customer success. Buyers Are Self Educating, So Should Sellers! Sales Professional 3.0

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Territory Account management Cross-sell Sales 121

Partners in Excellence

AUGUST 14, 2014

As an example, some years ago, we were helping a very large organization redesign how they handled strategic accounts. The process of managing these strategic accounts was very complex and resource intensive. Our client was a strategic vendor, so it was in their best interests to get great sales coverage.

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Customers Territory Strategize Inside sales 114

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 105

Territory Account management Cross-sell Retail 105

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

Hubspot

JUNE 6, 2019

National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. In this role, you’d serve as the liaison for client relationships, communicating sales and marketing messages and assisting in the management of the account. Sales Operations Manager.

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Finance SQL Strategize Account management 99

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.

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Finance Strategize Account management Engineering 106

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.

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Strategize Teamwork Cross-sell Objectives and Key Results 52

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 129

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 121

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.

Engineering 108

Engineering Objectives and Key Results Cross-sell Pipeline 108

SaaStr

APRIL 1, 2022

Mistake #3: Not Appreciating Go-to-Market as a Strategic Advantage. Every company’s right account structure will look different, but it requires serious thought early. At first, Schuck explains that customers were blindly assigned to account managers without considering company size, type, and needs. Key Takeaways.

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GTM Account management Growth Strategize 111

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 122

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. You still have to figure out the strategic market position. You’ll always be the most strategic thinker in where, and how, your product and market are going. Add a layer. Something new to boost your ACV and TCV. Trust Me Here.

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Finance Strategize Engineering Quota 116

Partners in Excellence

OCTOBER 12, 2021

So while sales people were high-fiving each other for goal attainment and making plans to attend the 100% Club, the company was failing in achieving it’s strategic goals. We have to make sure we are holding our people accountable for selling the entire product/offering line-not just their favorite products.

Territory 140

Territory Quota Growth Account management 140

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 98