Partners in Excellence

APRIL 18, 2014

They have goals, translated both to financial (revenue, earnings, growth), and strategic (share, market visibility, brand reputation, etc.) ” It could be an account, collection of accounts, industry segment, or geographic territory. It’s up to us to maximize the results produced in that territory.

Territory 120

Territory Account management Quota Strategize 120

Partners in Excellence

AUGUST 30, 2022

As sellers, our job is to find or initiate new opportunities with customers in our territory. It may be with existing customers, helping them grow and expanding our relationship, it may be finding new “logos,” to expand our coverage in the territory. We prospect, qualify, and pursue opportunities within our territories.

Sell 129

Sell Territory Cross-sell Referrals 129

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. 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.

Territory 118

Territory Cross-sell Strategize Account management 118

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 98

Territory Account management Cross-sell Retail 98

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Account profiles.

Territory 120

Territory Quota Strategic planning Sales 120

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. I’d go further, saying Sales person 1, even though he hit his number, significantly underperformed the potential in his territory.

Territory 137

Territory Quota Growth Account management 137

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. Buyers Are Self Educating, So Should Sellers!

Territory 115

Territory Account management Cross-sell Sales 115

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Regional Sales Manager. Sales Engineer.

Territory 101

Territory Commission Outside Sales Account management 101

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. They had teams working at the major locations of each customer, and territory sales people handling smaller offices of these customers (along with the rest of their territories).

Customers 106

Customers Territory Strategize Inside sales 106

Partners in Excellence

NOVEMBER 1, 2013

Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike. Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan!

Territory 116

Territory Pitch Account management Pipeline 116

SaaStr

JANUARY 31, 2022

You need to have the people already in place when you’re looking to hire for senior account management. Account-Based Planning. Once you’ve got a great team in place it’s time to think about how you can be strategic with those team members. A joint strategy is essential for account-based marketing and planning. .

Territory 98

Territory Cross-sell Quota Networking 98

Partners in Excellence

SEPTEMBER 26, 2012

As sales roles become increasingly complex, with differing roles in the organization–account managers, territory managers, product specialists, pre-sales specialist, business development executives, and so forth, a sales competence framework helps identify different skill and capability levels for each role. .

Territory 113

Territory Quota Sales Drivers/motivators 113

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. New accounts.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Salesforce

NOVEMBER 15, 2024

Account Management: An Account Manager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities. SDR or Sales Manager: The SDR Manager oversees and guides the SDR team.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

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.”. Don’t change anything mid-year that will lead them to believe their compensation may be affected negatively, such as a territory or role change. They just will.

Extrinsic 106

Extrinsic Drivers/motivators Intrinsic Commission 106

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. The term ” wallet share” comes from the banking industry.

Territory 103

Territory Cross-sell Negotiate Account management 103

Partners in Excellence

MAY 3, 2022

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. ” One of my regional managers knew I had a relationship with the CEO of a major US telecom company.

Strategize 102

Strategize Territory Cross-sell Finance 102

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Should they be divided by territories? Or the goal could be attainment-focused based on customer percentage, such as selling into 30% of 100 key accounts. To reach that end goal, should your sales pods be cross-functional?

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Partners in Excellence

AUGUST 19, 2020

Our jobs, as sales people and managers, are complex and multifaceted. If we don’t invest time in territory or account planning, we aren’t optimizing our prospecting. To simplify it, we tend to divide what we do into a lot of different pieces. As sales people, if we don’t prospect, our pipelines empty.

Territory 77

Territory Pipeline Strategic planning Account management 77

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 88

Territory Referrals Inside sales Sales 88

Partners in Excellence

DECEMBER 9, 2018

Or the one I hear too often, “My job is to focus on deals, I don’t have time for all this account/territory planning or pipeline/forecasting stuff… ” Or, I don’t have time to plan my deals or my calls, I’m experienced, I can just shoot from the lip. ” Or, “Management is beating me up.

Territory 96

Territory Pipeline Commission Sales 96

Hubspot

JUNE 8, 2021

Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Account managers are evaluated on customer retention and satisfaction metrics.

Commission 94

Commission Territory Finance Inside sales 94

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

JANUARY 31, 2018

Yes, with ABM, we can be even more targeted, “We know that XYZ is a strategic initiative in your organization, and top management has established this goal……” (Ironically, I never see ABM programs that say something to this effect, even though they could. A friend had the states of North and South Dakota.

Sell 71

Sell Territory Cross-sell Strategize 71

Partners in Excellence

AUGUST 18, 2016

All of this starting to sound familiar with the Account Based Everything movement? It really isn’t new, we’ve worked with 1000’s of major account manager, global account managers, corporate account managers, strategic account managers.

Territory 56

Territory Account management Strategize Retail 56

Salesforce

NOVEMBER 29, 2023

Distributors buy directly from the businesses, then market and sell to customers in their operating regions. Here are some common partner types based on the goals you want to achieve: Partners for sales reach: Maybe you don’t have enough salespeople in a particular market or region. Car manufacturers sell through dealerships.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Miller Heiman Group

APRIL 9, 2019

This systematic evaluation of the opportunities, strengths and vulnerabilities associated with an account provides a complete analysis of a prospect. Part of a Situation Appraisal is identifying your Field of Play, or the segment of a large account that is the focus of your strategy.

Territory 92

Territory Account management Price Contract 92

Score More Sales

MAY 9, 2014

example: instead of “Account Manager” list how you help others in the geographic territory, such as “Data Specialist for Multi-Location Companies, Atlanta” This helps anyone scanning to better understand what you do, and is entirely searchable in Google. Find Strategic Referral Partners.

Territory 71

Territory Referrals Inside sales Sales 71

Sales Hacker

FEBRUARY 17, 2022

Strong pipeline management, deal optimization, and accurate forecasting are going to become even more essential to B2B organizations’ sales success. But taking the time to make this strategic alignment now will pay dividends well into the future. Sales force automation (SFA).

Objectives and Key Results 104

Objectives and Key Results Sales B2B Pipeline 104

Hubspot

MARCH 21, 2018

To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team. The inside sales and sales engineer teams each build a strong presence in this area. Lastly, the channel program is added at the end of the growth process.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Search Engine Land

JUNE 14, 2023

Agencies who ask client account managers to handle the publishing outreach are common – but not ideal for the publishers. This setup leads to a different contact point for each brand in the agency’s affiliate portfolio for the same publisher, with lots of duplicate work and ad hoc communication and little strategic depth.

Contract 83

Contract Cross-sell Territory Niche 83

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Typically, account or business development reps generate pipeline or nurture marketing-qualified leads. Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Full time offer with Intel on their strategic finance team. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations.

Finance 117

Finance Cross-sell GTM SQL 117

Sales Hacker

APRIL 6, 2022

The three roles or departments typically responsible for deciding to buy a CPQ include: Revenue operations : With CPQ applications, revenue operations leaders can unify sales-related processes across the company – from Sales to Account Management to Customer Success. Scaling sales operations. Want to learn more about CPQ?

Cross-sell 109

Cross-sell Contract Price Finance 109

Partners in Excellence

AUGUST 16, 2017

Most of what we do in territory development and management applies to what we do in ABE. In our accounts, just as in our territories, mindset matters. With ABE, we have some advantages and insights that we may not have in a territory based approach.

Prospecting 57

Prospecting Territory Drivers/motivators Strategize 57

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. It has helped Genesys put customers at the center of their strategic plans, and now customers won’t even entertain conversations with competitors.

Strategize 70

Strategize Strategic planning Entertainment Technology 70

Sales Hacker

JUNE 20, 2022

Research shows that cortisol, the stress hormone, can erode important neural connections and can shrink your hippocampus (the region of your brain devoted to memory), and the emotional centers of your brain. They strike the right balance between strategic discipline and bold action. This is an awful place from which to make decisions.

Sales 118

Sales Territory Up-sell Price 118