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 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. And we expect our salespeople to understand the technology. You gotta know the product cold.)

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Sales Hacker

OCTOBER 11, 2024

Sustained success demands a strategic approach backed by powerful technology. Altify is the only sales software that seamlessly blends methodology, strategy, and AI into a 100% Salesforce native solution.

GTM 116

GTM X-functional Pipeline Construction 116

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. If you sell payroll services, deposits being made in the correct bank accounts is a tangible business result. If you sell IT services, keeping your client’s technology working is also Level Three.

Strategize 183

Strategize Clients Sales B2B 183

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 Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.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

Martech

FEBRUARY 24, 2025

With the right technology and systems, intake and data collection can become powerful strategic tools. Establishing a prioritization level is a significant isolation variable for output, helping determine whether the work being executed aligns with strategic objectives and resource strategies. if X, then Y).

X-functional 65

X-functional Territory Account management Strategize 65

Sales Pop!

SEPTEMBER 24, 2023

Technology has given sellers so many ways to connect with buyers, yet prospecting is only getting more difficult. The answer is that technology has also given buyers more independence. To answer this question, account managers need to know which category each opportunity belongs to. These are the most valuable prospects.

Prospecting 173

Prospecting Strategize Account management Represent 173

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.

Account management 52

Account management Negotiate Clients Strategize 52

Sales Hacker

AUGUST 7, 2020

Sales Technology. Mellanox Technologies. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Rhythmic Technologies, Inc. Vice President of Sales & Strategic Partnerships. Indio Technologies Inc. Account Executive. Account Executive.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

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’?

Account management 52

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.

Account management 52

Account management CRM Cross-sell Strategize 52

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 111

Finance Account management Strategize Engineering 111

Sales Hacker

MAY 6, 2021

We’re in the middle of a transformational time in the world of technology across all sectors. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Recruiting and hiring senior-level leadership and strategic individual contributors.

B2C 122

B2C Pipeline SQL Strategize 122

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. ” I decided to “package” up my experience in people, processes, and technology.

Sell 137

Sell Cross-sell Finance B2C 137

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. Usually, it’s to improve existing technology or move into a new space. What technological changes are expected?

Contract 106

Contract Legal Price Technology 106

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

SaaStr

JULY 1, 2024

When you go upmarket, they’ll likely want you to integrate with some legacy technology, like MS Dynamics or AWS. You may also want to hire strategic account managers if you’re going after these big whales. These people get up every day wanting to make new clients succeed on your product.

Cross-sell 120

Cross-sell Price Account management Up-sell 120

SaaStr

JULY 18, 2024

You also have a technology decision maker whose job is strategy: ensuring the execution of the implementation is driven by strategy and that the CXO, risk and compliance, and the business owners know what’s going on. The expand and extend motions are for the more strategic customers HashiCorp is wanting to grow.

Customers 120

Customers Trust Engineering Strategize 120

Sales Hacker

OCTOBER 4, 2024

He then transitioned Proofpoint as CPO from anti-spam technology to full-scale SaaS security, $1B+ in SaaS revenue, and an eventual $12B exit to Thoma Bravo in 2021. Sustained success demands a strategic approach backed by powerful technology. exit to Cisco. One of the coolest parts?

GTM 112

GTM Launch Education Account management 112

Sales Hacker

SEPTEMBER 18, 2020

Marketing and Sales Development groups tackle engagement, Sales covers execution, and Customer Success and Account Management handle continuity. Sales Operations (SOPs) entered the fray as technologies allowed sales leaders to bring technologies closer into their orbit and away from centralized IT. Simple right?

Engineering 138

Engineering Teamwork Manufacturing Technology 138

SaaStr

SEPTEMBER 8, 2024

When building a list, try to define your potential customer as granularly as possible – size, location, industry, ideal buyer, sales process, technology stack, etc. It’s a fantastic place to hire sales people, account managers, customer service team members and startup hustlers.” Pricing is always evolving.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

Heinz Marketing

SEPTEMBER 25, 2019

But how can they ensure their Sales Development Reps, Market Development Reps, Sales Team Leads, Account Executives, Sales Team Managers, Account Managers and the like are working like a well-oiled machine? Thinks strategically, like a business leader. Possesses the attitude and ability to adapt.

Strategize 100

Strategize Drivers/motivators B2B Sales 100

Gong.io

APRIL 14, 2021

Strategic. You really need to think strategically about who you’re reaching out to, at what point, what you’re saying to them, and why. . Laura Palmer, VP Sales at Unity Technologies. MJ McCarthy, VP of Account Management at Everbridge. Justin Welsh, Founder of JW Strategic Advisory. Problem Solving.

Sales 118

Sales Strategize Trust Up-sell 118

Sales Hacker

FEBRUARY 17, 2022

Companies that want to succeed in the new sales world need to embrace new technologies, especially ones that harness the power of data and analytics. Tools like speech and text analytics and other voice-of-customer technology can produce meaningful insights. Where to ramp up. Conversational intelligence. Revenue intelligence.

Objectives and Key Results 104

Objectives and Key Results Sales B2B Pipeline 104

Veloxy

FEBRUARY 22, 2023

Field sales representatives are responsible for building customer relationships, understanding needs, and persuading them to purchase, while managers oversee teams, implement sales strategies, and ensure sales targets are met. To acquire and enhance these skills, field sales managers need to undergo training and development programs.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. How could integrated technology and better data analysis enhance customer experience and outcomes?

Cross-sell 93

Cross-sell Technology Technology GTM 93

Partners in Excellence

MAY 3, 2022

Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. They worry about how the problem impacts their ability to achieve their strategic goals. To some it may be a hassle factor in their day to day performance of their jobs, to others it’s a strategic opportunity or threat.

Strategize 102

Strategize Territory Cross-sell Finance 102

SalesLoft

JULY 25, 2022

Think marketing to sales development representative (SDR), SDR to account executive (AE), AE to account manager (AM), or AM to customer success manager (CSM). . With all the incredible technology available today, there’s absolutely no room for multiple manual handoffs in your process.

SQL 98

SQL Strategize Strategic planning Consult 98

Sales Hacker

APRIL 11, 2019

Keep reading, and I’ll lay out the three distinct ways your salespeople are motivated, then list strategic ways you can motivate each “type.”. technology, travel, marketing, enablement, award money, etc.) If you do end up with a successful altruistic sales rep, they’re probably in account management and not a true sales role.

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

SBI

NOVEMBER 10, 2020

Take a more in-depth look at those to understand if there is a problem with building the right relationships, aligning to your buyer’s strategic goals, or positioning value. Q: WHAT ARE YOUR TIPS FOR ENSURING THAT TECHNOLOGIES CONTRIBUTE TO THE BUYING EXPERIENCE IN MEANINGFUL WAYS? Mark Kopcha President, Revegy.

Strategize 70

Strategize Strategic planning Entertainment Technology 70

Sales Hacker

FEBRUARY 1, 2021

For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs. The key is to align the activities of the account team (account manager, customer success manager, clients services team, etc.)

Customers 103

Customers Contract Cross-sell Account management 103

Highspot

NOVEMBER 21, 2019

Fortunately, technology has kept pace. Here is advice from expert practitioners on you can use sales enablement technology to set your company — and yourself — up for success. To combat poor adoption, enablement practitioners are using sales enablement technology to create seamless, personalized rep experiences.

Technology 45

Technology Technology Launch Sales 45

Sales Hacker

JANUARY 27, 2024

In today’s market, where technological moats are declining, this becomes even more crucial, especially for early-stage companies fighting to carve out their niche. GTMfund is an exclusive network of proven revenue leaders investing in the next wave of SaaS. Let us help you get from 0 – IPO. See the difference?

GTM 122

GTM Niche CRM Account management 122

Sales Hacker

OCTOBER 22, 2017

Technology Will Never Replace Sales Talent. Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. While technology delivers a positive impact, talent remains the primary and most valuable asset of any sales organization.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Partners in Excellence

SEPTEMBER 16, 2016

It’s not about Account Based Everything, I think it’s very powerful and important in moving forward with our engagement strategies. The tools and technologies enable us to be very specific and very focused and very personalized in each interaction with our customers. What’s It Take To Be A Major Account Rep?

Drivers/motivators 101

Drivers/motivators Strategize Prospecting Technology 101

Search Engine Land

DECEMBER 4, 2023

Here’s a look back at ChatGPT’s first year and what we can expect next from this transformative technology. The technology’s ability to quickly generate high-quality text has been a boon for marketers, saving time on ideation and execution of projects. For PPC marketers, ChatGPT also unlocked game-changing potential.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

Salesforce

DECEMBER 19, 2022

These reflect our tried-and-true method s that can help you get the most value from your technology investments, regardless of your company size, maturity level, or industry. What’s your vision for how this technology will shape the future of your business? Use our V2MOM framework. Deliver success now. Start now.

Drivers/motivators 98

Drivers/motivators Government Niche Technology 98