Account Executive Inc.

Sales 2.0

You could add people to your team to do things like: Post content for you on social media Look for content from others that you can curate on put on social media Research prospects lists Research account information for you so you can make customized approaches to prospects Update the CRM for you Help you write and edit your proposals. If you’re an AE, I recommend appointing yourself a small business owner. Just like most small business owners you probably feel like you have no time.

Account-Based Success

The Pipeline

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. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions.


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Are Your CSMs Assigned to the Right Accounts and Touchpoints?

Sales Benchmark Index

Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?” ” And “how do I grow within my current customer base?” ” To ensure your organization is focused on the right CS.

Grow Your Business by Protecting Your Account List


customer relationships sales prospecting protecting your account list

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Key Account Management Strategies

MTD Sales Training

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. Your plan should be to build the relationship through the continuous connection to added value in all you do with the account.

What Is Key Account Management?

MTD Sales Training

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. While ultimately, your goal is to secure repeat orders, maximise revenue streams and keep your customers happy, there is a very fine line between a good account manager and a great account manager.

How a Digital Sales Culture Drives Revenue in Key Accounts

Sales Benchmark Index

Article Sales Strategy Uncategorized 2020 b2b b2b blog business consulting blog consulting firm customer experience CX data assessment framework data-driven digital digital transformation digital world forbes consulting growth lever justin saunders KAM key account management key accounts make the number make your number Marketing planning revenue growth sales Sales Benchmark Index Sales culture sales org sales reps sbi SBI blog scott santucci strategy tish falco top articles

Account Management – An Opportunity for Growth

Sales Benchmark Index

Article Sales Strategy Uncategorized 2019 2020 account management account management tool acquisition AM churn college football cross-sell cs csm customer success customers CX data holiday John Marcsisin KAM Kapta key accounts leads make the number make your number michigan new logo new year outback bowl planning qualitative quantitative relationships resolutions retention revenue growth rose bowl sugar bowl trends upsellEight. Seven. Three.

Success and Radical Personal Accountability

Anthony Iannarino

Fulfilling that responsibility demands radical personal accountability. Radical personal accountability extends that model, taking equal responsibility for all the negative outcomes and poor results in your life— without excuses , and without placing blame on someone or something external.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

What Accounts Will Get CEO’s Their 2018 Revenue Number?

Sales Benchmark Index

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.

7 Ways to Encourage Sales Accountability

Hubspot Sales

This ownership, sometimes called sales accountability, is how sales managers prepare their teams for success by giving them all the information, tools, and training they need to succeed and meet quotas. How to Create and Encourage Sales Accountability. Define measures of accountability.

Best Practices in Account Planning for Sales Operations

Sales Benchmark Index

Article Sales Strategy Uncategorized acceleration summit account planning account plans analytics annual planning assess b2b b2b blog benchmarking best practices business consulting blog data data integrity discussion evan graff key performance indicators kpi kpi builder tool leadership make the number make your number Marketing measure meeting metrics opportunity relationship map revenue growth sales Sales Benchmark Index sales operations sales ops sales team sbi SBI blog sessions sko strategy

Tips For Successful Account Management

MTD Sales Training

This is exactly why Key Account Management is one of the most important aspects of the sales process and an. [[ This is a content summary only. Account Management account management account management tips Successful account management It is 6 to 7 times harder to convert a new customer than to sell to an existing one. Visit my website for full links, other content, and more! ]].

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

What Great Key Account Managers Do Daily

MTD Sales Training

Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. They prioritise the communications needed for each key account. KAMs know who their key accounts are, but often the communication with them is ad-hoc or basic at best. What great KAMs do is prioritise what kind of messages their accounts need and analyse the best way of sending that communication.

Top Tips For Managing Accounts

MTD Sales Training

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I appreciate that you run courses around this and I will be asking you to come in and help us to put strategies in place and then to train my team in account management best. Account retention.

Implement an Account Management Process Before It’s Too Late

Sales Benchmark Index

Article Sales Strategy 2019 account management Account management Process account risk b2b b2b sales business CLTV Corporate Strategy customer churn Customer Lifetime Value expansion growth lead flow make the number make your number org organization rapid growth revenue revenue attribution revenue growth Revenue Growth Maturity Model sales sales leader sales strategy sales terriories sbi SBI blog segment target

The Account Manager Position is an Endangered Species

Sales Benchmark Index

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.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

How to Launch a Global Account Management Program Without Getting Your Pockets Picked

Sales Benchmark Index

Article Sales Strategy 2020 account management account selection annual planning b2b Ben Durst big bets business buying compensation consulting blog consulting firm corporation coverage customer experience customer service CX gam GAM Account Selection Tool global account management make the number make your number Marketing mature measurement metrics organization revenue growth sales Sales Benchmark Index sales leaders sbi strategy support talent team territory The Studio

5 Ways to Uncover Hidden Revenue in Strategic Accounts

Smart Selling Tools

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections. Account-Based Marketing. Account-Based Sales Development. Account-Based Customer Success. Engagio combines all of these strategies into a strategy they call Account-Based Everything (ABE) , which serves as the driving principle behind both their product and how they operate as a company. Increase Conversions Using an Account-Based Approach.

A 10-Step Plan for Global Account-Based Sales Development

DiscoverOrg Sales

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan.

What We Learned From Our Own Data-Driven ABM Strategy

ZoomInfo has created the following eBook to help other B2B organizations gain insights on how to launch their own data-driven ABM strategy. In this eBook, we will reveal the good and the bad from our own campaign and highlight some key takeaways on how to improve your ABM strategies moving forward.

How to Start Hiring “A” Player Account Managers

Sales Benchmark Index

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Reprioritising your target accounts


Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf). Sales Management

How to Implement Account Based Marketing

Sales Benchmark Index

Today’s topic is how to execute Account Based Marketing. While B2B account marketing has been around for years, we discuss the modern techniques required for success. Marketing Strategy Podcast ABM Account Based Marketing b2b marketing Demand Generation how to implement ABM key accountsTo follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to.

How to grow your accounts the sunflower way


As we prepared to build our new account growth module within Membrain earlier this year, I thought long and hard about what visual images I wanted to accompany the launch and represent this aspect of our platform. Account Growth Planning & Execution

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

A “Cadence of Excellence” that creates accountability for learning, application, and change. The pace of change in most sales organizations means sellers must constantly update and refine their skills to survive. However, a lot of sellers need help getting there – it’s hard to develop skills in a vacuum. Most sales managers know this, but suffer from three conditions that limit their opportunity to help: Too many people, too much ground to cover, and not enough time for developing people.

Growing Your Strategic Account Footprint


Part 2: Growing Your Strategic Account Footprint. It’s absolutely crucial at this point to understand where you have ‘assets’ within each strategic customer account. With the proper strategy around account and opportunity planning, organizations have the ability to come out on top.

5 Cold Email Plays for Account-Based Sales

DiscoverOrg Sales

Account based sales development is a sales process specifically designed for selling to enterprise companies. The process for selling into enterprise accounts differs from selling to small and mid-sized businesses: The key difference is that with account-based selling, reps sell to the account as a whole – in other words, instead of selling to individuals, they are selling to multiple stakeholders.

Top Articles of 2018: Key Accounts + Account List Management

The Center for Sales Strategy

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, we today we are bringing you a recap of the most popular posts we've published in 2018 on key accounts and account list management. Check out these top blog posts on key accounts and account list management from 2018, and let them kickstart your 2019 sales strategy. key account growth account list management account list analytics

A Plan For Successful KEY Accounts Management

MTD Sales Training

However successfully managing the account is yet another level of selling entirely. In particularly, when dealing with large, major or key accounts; after the sale. [[ This is a content summary only. Account Management account management cultivating accounts Successful account managementClosing the sale is one thing. Visit my website for full links, other content, and more! ]].

Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

An Inside Look Premiere: A True Story of Executing Account-Based Everything

DiscoverOrg Sales

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). But there’s a lot of confusion about what works, what doesn’t, and what’s really involved an account-based program. “It’s An account-based everything experiment. Get our free interactive Account-Based Marketing Playbook.

Have You Evaluated Your Key Account Selection Strategy Lately?

Sales Benchmark Index

How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. Article Sales Strategy account b2b sales key account program key account strategy key accounts sales strategyIf your analysis.

How to supercharge your account growth - 10 articles to read


If you’ve been following me this year, you may have noticed how much I have been talking about account planning–or, rather, account GROWTH. Account Growth Planning & Execution

Key Account Management – Selection Criteria; Why it is Important

Sales Benchmark Index

Article Sales Strategy ABM key account selecting key accounts

Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Many organizations fail to properly evaluate vendors during the selection process. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace. After reading, you’ll gain insight into the following components: