The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. Identify the people that work at those accounts. First Step.

Account 251

Account Account Based Marketing Ideal Customer Profile Prospecting 251

SBI Growth

NOVEMBER 30, 2022

But how do you identify which accounts will yield the best opportunities in the short term? Do you have the right account teams assigned to high-potential accounts to maximize value? Especially when making allocation decisions against your current market opportunities.

Account 156

Account Maximizer Opportunity Customer 156

Sales and Marketing Management

MAY 21, 2021

Account-based marketing success requires marketers to grasp the who – the person or people behind the purchase decision. The post Orchestrating a Humanized Account-Based Marketing Strategy appeared first on Sales & Marketing Management.

Account Based Marketing 272

Account Based Marketing Account Strategy Marketing 272

SBI Growth

JUNE 12, 2021

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.

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Segment Account Strategy Competition 311

Zoominfo

MAY 23, 2023

You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions. But today’s best-performing go-to-market (GTM) teams are increasingly using intent data to focus their efforts on the accounts that are the most likely to close a deal.

Intent Data 130

Intent Data Intent Account Data 130

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. That starts with going after the right accounts that match your ideal customer profile (ICP).

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Account 130

MTD Sales Training

DECEMBER 2, 2019

This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Being a successful account manager means more than knowing your customers, being proactive and quickly responding to queries. Key Account Management Top Tips. You’re In The Know….

Account 201

Account Ideal Customer Profile Lead Rank Lead Scoring 201

Sales and Marketing Management

JULY 19, 2021

The post When to Use 1:1 or 1:Few Account-Based Marketing appeared first on Sales & Marketing Management. Narrowing target marketing efforts to a small number of prospects can produce outsized results.

Account Based Marketing 317

Account Based Marketing Account Marketing Prospecting 317

Sales and Marketing Management

JUNE 3, 2021

The post The Vital Role of Motivation and Accountability on Your Sales Team appeared first on Sales & Marketing Management. Winning is an essential part of sales, and recognizing reps for big wins will not only make that person’s day but also improve company culture.

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Motivation Account Sales Marketing 296

Membrain

JULY 17, 2022

We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. To get them to think differently, addressing problems/opportunities differently. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently.

Account 118

Account Customer Opportunity 118

Membrain

SEPTEMBER 4, 2022

They were struggling with getting their people to develop and execute their account plans. Recently, I was speaking to the leadership team of a sales organization.

Account 121

Account Sales 121

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 238

Account Sales Up-Sell Ideal Customer Profile 238

Zoominfo

MAY 31, 2022

Account-based marketing (ABM) is now table stakes for B2B marketers and salespeople looking to hit — and exceed — their goals. By targeting good-fit accounts, marketers can be sure that only the best and most sales-ready buyers enter their pipeline. To target your key accounts, you must develop an Ideal Customer Profile (ICP).

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

Revegy

MAY 24, 2023

What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers. It involves deploying specialized resources, processes, and technologies to identify, develop, and execute account-specific growth strategies.

Account 52

Account Maximizer Revenue Strategy 52

Janek Performance Group

JULY 25, 2023

As such, they often prioritize new accounts. This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts. Here, 72 percent of respondents said that account planning increased their understanding of their clients’ business.

Account 62

Account Decision Maker How To Sales 62

The Center for Sales Strategy

DECEMBER 29, 2021

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2021 on key accounts and account list management.

Account 109

Account Revenue Sales Education 109

Partners in Excellence

AUGUST 30, 2022

They were struggling with getting their people to develop and execute their account plans. They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be.

Account 93

Account Territories Prospecting Penetration 93

No More Cold Calling

OCTOBER 12, 2017

Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No Account based selling teams need their own specific strategy with sales activities mapped to each stage of the sales process, which then need to be mapped to the buyers’ processes.

Account 278

Account Cold Calling Buyer Up-Sell 278

Zoominfo

JULY 12, 2022

The best way to get there is an account-based approach to sales and marketing fueled by high-quality data. When you build your sales foundation on account-based marketing (ABM), you’re able to focus your revenue-generating efforts on your highest-value accounts. How can you target the right people within the right accounts?

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Janek Performance Group

APRIL 19, 2023

Instead, they must maximize revenue from their existing accounts. This makes strategic account planning so essential. For all this and more, watch the recording below: The post Webinar: Supercharged Account Planning first appeared on Janek Performance Group.

Webinar Metrics 62

Webinar Metrics Account Sales Leadership Maximizer 62

SBI Growth

SEPTEMBER 15, 2018

The emergence of the Customer Success Professional is an existential threat to account managers. As you create your headcount plan for 2019, you’re starting to think of how to cover your accounts, and whether you need Account Managers, Customer Success.

Account 252

Account Positioning Customer How To 252

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. Too many account based selling teams over-rely on technology to reach their prospects. The goal of account based sales development is to land and expand within named accounts. I was wrong.

Account 285

Account Referrals Cold Calling Lead Generation 285

Emissary

FEBRUARY 1, 2023

Sales account planning has been in practice for 30+ years. So most technology organizations have an account planner floating around somewhere. This guide is for sales and enablement leaders who are standing up, or refining, an account planning discipline. But whether these plans yield results varies broadly.

Account 96

Account Enterprise Enterprise Sales 96

MTD Sales Training

OCTOBER 28, 2019

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. Here are seven key account management strategies that are covered on our account management course that will help us achieve greater sales: Relationship building.

Account 145

Account Strategy Decision Maker Influencer 145

The Sales Readiness Blog

JULY 4, 2023

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Let's take a closer look at the differences between sales and account management and how to leverage them to optimize sales strategies, train teams, and effectively nurture the existing client base.

Account 84

Account Sales Objections Revenue 84

Tenbound

JULY 11, 2023

Check out the full video from the Tenbound Conference: Account-Based Sales Development – Exactly How Best In Class Do it Kyle Coleman, SVP of Marketing at Clari, shares valuable insights into Account-Based Sales Development (ABSD) and the role of Sales Development Representatives (SDRs).

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Account Sales Conference Exact 103

Pipeliner

MAY 12, 2023

I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. So, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in seeking to do business with large accounts. But the payoffs of winning major account deals are huge.

Account 98

Account Enterprise Enterprise Sales Cycle 98

Zoominfo

NOVEMBER 11, 2020

Account-based marketing (ABM) is time-consuming; getting it right takes hard work, consolidation of resources and alignment on the part of both sales and marketing. That’s why ZoomInfo’s Strategic Accounts team developed a data-driven ABM framework — resulting in a lift of over $7 million in just the past six months.

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Account Based Marketing Account Hiring Intent Data 246

Partners in Excellence

AUGUST 17, 2022

We discuss accountability a lot, but do we really understand what it is, are we agreed on what it is? Merriam Webster’s definition was, in fact, more confusing than helpful: Definition of accountability: the quality or state of being accountable. Responsibility and accountability may overlap a little, but are different.

Account 66

Account Quota Meeting Exercises 66

Pipeliner

APRIL 2, 2021

In this, the next article on Account Management, let’s go into the details of fully understanding your accounts and what they mean. To start with, I want to point out that account management cannot be done in separate or isolated areas of the company—it must be supported on a company-wide basis from the top down.

Account 96

Account Margin Revenue Sports 96