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.

Growth 131

Growth GTM B2B Strategize 131

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

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

Martech

JULY 26, 2024

This million-dollar question plagues marketers, martech managers and C-suite executives alike. As the marketing technology landscape expands , martech managers will find themselves in a vulnerable position when faced with potential budget cuts. Outperforming pharmaceutical companies use CRM as strategic martech investments.

Pharmaceutical 109

Pharmaceutical CRM B2C Technology 109

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 97

Finance Account management Strategize Engineering 97

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 107

Contract Legal Price Technology 107

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 102

B2C Pipeline SQL Strategize 102

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

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 105

Sell Cross-sell Finance B2C 105

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 127

Non-Profits Price Contract Start-ups 127

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

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 127

Engineering Teamwork Manufacturing Technology 127

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.

Campaign 86

Campaign Strategize Meeting Account management 86

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

Hubspot

MAY 3, 2018

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly, thanks to technology. Technology is constantly evolving. The majority of salespeople will be efficient, so the most effective will win out and the rest will be replaced by technology. So, what does that look like in the year 2023?

Sell 101

Sell Inside sales Sales Education 101

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 98

Cross-sell Price Account management Up-sell 98

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

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

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 97

Customers Trust Engineering Strategize 97

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 92

Objectives and Key Results B2B Sales Pipeline 92

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

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 106

Negotiate Teamwork Referrals Relationship building 106

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 80

Strategize B2B Drivers/motivators Sales 80

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

Search Engine Land

MARCH 6, 2024

So, how do we create winning ads when two layers of technology promote less human involvement? Dig deeper: How AI is changing the game for PPC account managers Let’s look at ways to leverage human knowledge and AI to create impactful ads this year.

A/B testing 120

A/B testing Campaign Networking Engineering 120

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets. Ready to learn more?

Strategize 61

Strategize Account management Technology Technology 61

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 86

Strategize Territory Cross-sell Finance 86

Salesforce

JUNE 24, 2022

As supply chain issues and operating costs rise across industries amid a changing technology landscape, connecting with your customers is harder than ever. Recognized for its industry-disrupting technology and business model, Accenture offers a wide array of digital services to transform customer experiences in commerce.

Retail 96

Retail B2C Manufacturing Technology 96

Partners in Excellence

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. For example, if we sell a technology sales people can use, we want every sales person in the company using it. Hunters In Major Accounts?

Growth 71

Growth Cross-sell Strategize Account management 71

Sales Hacker

MARCH 5, 2019

Account Executive/Inside Sales. Account Manager/CSM. Account Manager/CSM. Gordon strategically organized and revitalized a mid-market sales organization to create a high producing sector of sales. It’s been heartwarming to see how eagerly people in sales have lifted up their peers, mentors, and employees.

Sales 110

Sales Teamwork Inside sales Pitch 110

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 87

Extrinsic Drivers/motivators Intrinsic Commission 87

Veloxy

JULY 19, 2023

Striking a balance between new business development and account management is also essential, as it allows your sales force to focus on fresh business opportunities and maintain existing customer relationships. Designing sales territories for outbound efforts should start with strategically laying out the territories.

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

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 98

GTM Niche CRM Account management 98

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against. Account Manager. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94