Sales and Marketing Management

NOVEMBER 28, 2017

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. There are, of course, tiers of customization required, depending on the size and importance of these accounts.

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Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Emissary

JANUARY 31, 2023

But you can still conquer a slow market by taking a strategic approach to grow existing accounts. Take a look at your most successful accounts, not just the biggest spenders, but also those that love your products and company. Who are the decision-makers and key influencers for technology purchases?

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Account Decision Maker Face-to-face How To 96

Hubspot Sales

NOVEMBER 26, 2019

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. Before we discuss how to find the decision maker, let’s get clear on who the decision maker is. Sabotage this relationship, and you’ll lose their influence.

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Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

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 Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

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Account Revenue Top of Funnel Funnel 181

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals. Buying influences.

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Account Influencer Lead Rank Lead Scoring 110

Emissary

NOVEMBER 14, 2022

Check out the B2B marketing infographic below for a guide to how account intelligence can drive enterprise B2B marketing success. Leverage insights at these key touchpoints to improve messaging, drive marketing-influenced pipeline, and execute ABM strategy. ABM Strategic Insights. Go-to-Market Strategy.

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Account Based Marketing Account B2B Marketing 52

Alice Heiman

JUNE 20, 2019

Looking for business in existing accounts is something many sales leaders assume their salespeople or account teams are doing. In fact, according to CSO I nsights , only 33% of companies have a formal Key Account Management Plan. That means the other 67% are randomly and ineffectively managing and growing key accounts. .

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Account Decision Maker Revenue Guidelines 124

Zoominfo

SEPTEMBER 7, 2021

The goal of this campaign is to identify additional decision-makers that could keep an opportunity alive in the event that your current contact loses interest, leaves the company, or doesn’t have the influence to get the deal done. Then send a follow-up sequence from the account executive.

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Opportunity Decision Maker Campaigns Sales Cycle 100

Pipeliner

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer. The Relationship Graph.

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Account Lead Rank Lead Scoring Engineering 80

Alice Heiman

APRIL 14, 2021

But before we can get to that, you must get your team to change their focus from acquisition through cold outreach to getting introduced to decision-makers by key influencers at your existing accounts. Accounting sends the invoice, and all the paperwork is done. The Endless Customer Acquisition Cycle.

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Retention Account Customer Referrals 143

Pipeliner

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. They should plan for that existing account. Eliminating the Blind Spot.

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Account Customer Lead Rank Lead Scoring 98

Janek Performance Group

FEBRUARY 16, 2022

While they may or may not have influence, they are always important. But they are the frontline against salespeople and others who seek a decision maker’s time. They can wield considerable influence. You should also know the advantage of amassing contacts and influencers. It’s also useful with gatekeepers.

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Gatekeeper Decision Maker Influencer ACT 116

Revegy

OCTOBER 2, 2019

Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. Key accounts are hard to win, hard to retain and particularly challenging to grow. 3. Digitization.

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Account Decision Maker Enterprise Enterprise 69

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Basho emails are only appropriate for high-value accounts because personalization is no joke.

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Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Zoominfo

OCTOBER 28, 2021

Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. You can run into dozens of decision-makers and influencers on a buying committee, grapple with increased demo demands, and face requests from various departments.

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Enterprise Enterprise Decision Maker Churn 130

Hubspot Sales

MAY 19, 2020

There’s no doubt that Account-Based Marketing (ABM) is hot right now. Of all the steps involved with starting an ABM strategy, the one that usually stops people in their tracks is picking the best target accounts. On the other hand, picking target accounts correctly is critical to the success of ABM campaigns. Let’s dive in!

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Account Based Marketing Ideal Customer Profile Hubspot Account 111

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

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Account Account Based Marketing Decision Maker Analysis 111

eGrabber

NOVEMBER 30, 2021

But by identifying specific target accounts, who would become your ideal prospects, you’ll use your time wisely and efficiently, bringing order to your lead generation process. If you have a list of target accounts in place, you can go online to identify key decision-makers, do live research and find other information about the prospects.

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Lead Generation Ideal Customer Profile Sales Qualified Lead Account 40

DiscoverOrg Sales

NOVEMBER 13, 2017

The first step in account-based marketing is to identify target accounts. In this the step, decision makers that fit the ICP are identified. We work through our own ABM experiment in Inside Look: A True Story of Executing Account-Based Everything. Account-based strategy requires a clear ICP.

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Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Paul Cherry's Top Sales Techniques

MARCH 28, 2010

Blog Home < Gaining Access to Other Decision Makers and I… Sales & Management Tips. Gaining Access to Other Decision Makers and Influencers. Sales managers need to coach their salespeople to leverage existing client relationships by gaining access to other decision makers and influencers.

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Decision Maker Influencer Pharmaceuticals Coaching 40

Revegy

JANUARY 18, 2021

Sales reps generally enter their accounts into the CRM, which include a list of people, contact information, and maybe some notes and emails. However, this doesn’t tell you nearly enough about the account overall and fails to give you a visual understanding of what’s going on. There may be 6 – 8 decision-makers in these deals.

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CRM Decision Maker Webinar Metrics Face-to-face 119

Sales and Marketing Management

SEPTEMBER 4, 2018

Or does your team need a “farmer” – someone to work with, support, and grow existing accounts? Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations.

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Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

No More Cold Calling

JULY 26, 2018

Salespeople say meeting with decision-makers is important, but the OMG research shows that only 10 percent of salespeople are actually reaching decision-makers. However, MOST salespeople are NOT reaching the actual decision makers and those are the opportunities that lose traction and/or result in a loss.

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Pipeline Decision Maker Closing Referrals 184

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. 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.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Zoominfo

OCTOBER 8, 2019

For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. ” An account-based strategy requires consistent messaging and positioning throughout the sales cycle. .” Include an org chart that highlights key decision-makers, from the CEO down to VPs and Directors.

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Report Ideal Customer Profile Decision Maker Account Based Marketing 130

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

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Gatekeeper Decision Maker How To Cold Calling 128

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. Basho emails are really only appropriate for high-value accounts, because personalization is no joke.

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Examples Account Based Marketing Decision Maker Account 220

Emissary

FEBRUARY 19, 2021

But what does that mean for your account based marketing strategy? And marketing leaders can gain that advantage by deploying a distinct account-based marketing strategy that is unique to the challenges (and the opportunities) that 2023 has brought. 2023 is expected to be a bridge year. Is the goal to convert prospects into leads?

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Account Based Marketing Account Strategy Demand Generation Targets 52

Zoominfo

OCTOBER 8, 2019

For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. ” An account-based strategy requires consistent messaging and positioning throughout the sales cycle. .” Include an org chart that highlights key decision-makers , from the CEO down to VPs and Directors.

Report 138

Report Ideal Customer Profile Decision Maker Account Based Marketing 138

DiscoverOrg Sales

JANUARY 24, 2017

I come to the Account Based Everything movement as a long-time proponent. Now I live in Customer Success, where our strategic accounts team is applying a “starter kit” version of ABE in our best accounts. Where cultivating relationships in whale accounts is concerned, the battle really is won or lost before it’s ever fought.

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Account Account Based Marketing Customer Jigsaw 120

SalesLoft

JUNE 26, 2019

The solution is Account-Based Marketing (ABM). You create a strategy and content specifically for the different touch points and decision makers within that prospect. According to research from ITSMA, Account-Based Marketing offers the highest return on investment of any B2B strategy or tactic.

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Scale Account Based Marketing Account Demand Generation Targets 73

SBI

JANUARY 18, 2018

Penetrate Target Accounts for More Sales-Ready Leads – Because reply emails are coming from accounts you’re already targeting, the alternate and replacement contacts LeadGnome finds are not only within the account, but more than likely influencers and decision makers within the opportunity.

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Penetration Account ROI Demand Generation Agencies 114

Selling Essentials RapidLearning Center

APRIL 18, 2023

That means satisfaction alone doesn’t give you a competitive edge, or help you retain important accounts. These “switching costs,” according to the research, have twice as much influence as satisfaction. Make your impact visible Maybe you don’t make a big deal of it when minor problems with an account come up.

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Decision Maker Customer Journal Loyalty 52

Pipeliner

NOVEMBER 3, 2020

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which add up to happy customers. Account management is most precisely conducted through CRM. Existing accounts are the foundation and stability of a company.

Account 52

Account CRM Policies Airlines 52

Janek Performance Group

JANUARY 4, 2023

For sales professionals selling to high-level decision-makers, the question is how we handle unconscious biases that negatively impact our outcomes. Decision-makers in a position of power have a dominant identity, making it challenging to teach them new things. Decision-makers do the same thing during the buying process.

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Decision Maker Lead Rank Lead Scoring Buyer 62

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

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Account How To Analysis Decision Maker 78

Zoominfo

SEPTEMBER 20, 2022

With data automation, sales teams can identify multiple decision-makers to cultivate at a particular account, freeing up time to build relationships and increase trust with these prospects. When Key Changes Happen, Find Out First In a perfect world, you’d acquire your data, and that would be that.

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Ideal Customer Profile Data Hiring Decision Maker 130