SaaStr

FEBRUARY 7, 2025

Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience. They set up meetings with Fortune 500 CIOs.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

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 Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.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

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

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.

Account management 52

Account management CRM Cross-sell 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

Sales Hacker

AUGUST 7, 2020

Sales Manager. Social Centered Selling. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue. Senior Manager, Mid-Market Sales. Emma Galler.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

Partners in Excellence

OCTOBER 27, 2013

We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” ” Every account plan always includes a lot of actions and activities. We prepare and conduct fancy presentations.

Account management 111

Account management Strategize Contract Contact 111

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 122

B2C Pipeline SQL Strategize 122

SaaStr

JULY 1, 2024

It sounds great to be able to sell to more people and sell bigger deals, but are you ready? Do you have a core portion of your team equipped to sell upmarket? If you’re selling to small companies, deals are moving fast, and you’re talking to one, maybe two people tops at the account. When Should You Move Upmarket?

Cross-sell 120

Cross-sell Price Account management Up-sell 120

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. How to pivot, strategize, and coach. All of these metrics ladder up to the ultimate goal of bringing in qualified leads. Building an SDR manager dashboard. The driving force behind your SDRs is their manager.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Hubspot

JUNE 6, 2019

It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. The result?

Finance 99

Finance SQL Strategize Account management 99

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. Relationship Management. Stress Management.

Strategize 100

Strategize Drivers/motivators B2B Sales 100

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

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. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

SalesLoft

MAY 31, 2016

But to truly see the benefits of setting up sales pods, you first need to understand the journey it takes for an organization to determine the goals, needs, and actions required to reach that level of scalability. When a sales organization first looks to scale, the first strategic move is to sales development. find, sell, and keep ).

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Gong.io

APRIL 14, 2021

You’re not selling a product, you’re solving a problem. You’re essentially trying to figure out if the person you’re talking to has a problem that whatever you’re selling can help solve. 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. .

Sales 118

Sales Strategize Trust Up-sell 118

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. Planning Specifics. Proactive Plan.

Cross-sell 98

Cross-sell Objectives and Key Results Account management CRM 98

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? In this talk, you’ll pick up the most important lessons he learned along the way. There are no shortcuts in selling.

Gaming 130

Gaming Objectives and Key Results Sales Up-sell 130

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. At last, marketing professionals are slowly getting involved in customer management and customer experience, adding value to areas like customer success and account management.

B2B 128

B2B Cross-sell Pharmaceutical Account management 128

Sales Hacker

APRIL 11, 2019

With this approach, you won’t need to develop creative ways to get them to want to sell more. Keep reading, and I’ll lay out the three distinct ways your salespeople are motivated, then list strategic ways you can motivate each “type.”. When you praise them, you’ll see them smile and “light up.”. They just will.

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

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. This is all good business practice and should be anticipated by selling organisations. But frequently, account teams are unaware of how customers manage suppliers.

Customers 103

Customers Contract Cross-sell Account management 103

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. They can’t just throw it back over the fence and expect the rest of the organization to pick up the mess.

Customers 120

Customers Trust Engineering Strategize 120

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 109

Cross-sell Account management Clients Growth 109

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. You need to have the people already in place when you’re looking to hire for senior account management. Account-Based Planning. Key Takeaways.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

DECEMBER 9, 2022

Changing territories too frequently will frustrate salespeople trying to build relationships and can even frustrate customers who don’t want to constantly deal with new account managers. Many organizations start with simple rules and definitions – geography-based territories (east, central, west) or account-based territories.

Territory 120

Territory Quota Strategic planning Sales 120

SaaStr

OCTOBER 25, 2021

You should stand behind your product and sign up for those until you have a real brand in the space. “Selling a data product to non data users at $500 USD in MRR, when $2500 is the sweet spot. Account management it’s same work. For it to work, the set up cost has to be $0. But an unpaid pilot? Jason, ed. :

Price 128

Price Contract Referrals Contact 128

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In channel sales, companies (here we’ll call them vendors) sell through intermediaries. This business model is also called indirect selling, because the company doesn’t have a direct connection to the end customer.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Hubspot

JULY 3, 2018

From the client's perspective, frequent changes in account managers lead to unstable relationships. A sales territory is the regional, industry, or account type assigned to a specific salesperson or sales team. To effectively set up territories, sales leaders must first understand the environment of their business.

Territory 101

Territory Referrals Quota Sales 101

Sales Hacker

SEPTEMBER 18, 2020

Marketing and Sales Development groups tackle engagement, Sales covers execution, and Customer Success and Account Management handle continuity. Marketing Operations (MOPs) rose up in the wake of rising automation and omnichannel demand generation. Simple right? PEAS explains the what of the Revenue Engine.

Engineering 138

Engineering Teamwork Manufacturing Technology 138

ConversionXL

AUGUST 24, 2021

it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers. As a manager, you’ll also be responsible for allocating budgets for various purposes and liaising with stakeholders and other departments.

Promote 141

Promote Pitch Campaign Niche 141

Sales Hacker

MARCH 5, 2019

Most other sales awards end up going to the most popular influencer. It’s been heartwarming to see how eagerly people in sales have lifted up their peers, mentors, and employees. Account Executive/Inside Sales. Account Manager/CSM. She is wonderful in keeping up with the client by providing the right support.”.

Sales 110

Sales Teamwork Inside sales Pitch 110

Partners in Excellence

JULY 30, 2020

The account plan is always heavy with all the stuff we want to sell to the customer. For example, we need to convert them to recurring revenue, we have to get them to buy this product line, or that solution, because these are important to our company’s strategic goals. What's Wrong With Strategic Accounts?

Strategize 108

Strategize Presentation Promote Customers 108

Sales Hacker

FEBRUARY 14, 2022

Jonathon Ilett, David Bentham, and Charlie Beale explain how Cognism went from zero to signing NASDAQ 100 on packages up to 150 seats all within six months. . Reaching these goals meant we’d be comfortable selling into enterprise as long as our product was ready, mainly in terms of integrations. So how did things play out in reality?

Legal 108

Legal Cold Call Contract Inside sales 108

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 109

Cross-sell Contract Price Finance 109

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. It requires the ability to manage and motivate a team of sales representatives while also meeting sales targets and delivering results.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130