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 Exercises 251

SBI Growth

JANUARY 31, 2018

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.

Account 246

Account Revenue Ideal Customer Profile Segment 246

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the importance of assertiveness and emotion management in accountability conversations, emphasizing the need for managers to develop the skill of assertiveness, which involves stating what they need nicely. They recommend employing self-awareness techniques such as identifying triggers.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Steven Rosen

MARCH 1, 2024

1- Increase Accountability Accountability is key to ensuring that individual sales reps are meeting their goals. Coaches can foster accountability by setting clear, measurable objectives and regularly reviewing these with the reps.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Zoominfo

FEBRUARY 10, 2021

Gaining new customers isn’t the only way to improve your business — your existing clients are an underrated revenue source. CLV shows how much revenue an individual or groups of customers can generate through your relationship with them. And like revenue, the bigger the number, the better. Increase Your Revenue by Boosting CLV.

Lead Rank 246

Lead Rank Lead Scoring Revenue Customer 246

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 Lead Rank Ideal Customer Profile Decision Maker 238

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account 86

Account Retention Analytics Vendor 86

RAIN Group

APRIL 10, 2024

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

Revenue 52

Revenue Maximizer Account Opportunity 52

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.

Segment 311

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

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 106

Account Education Revenue Strategy 106

SBI

JANUARY 22, 2020

How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue Growth. Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes to transform their Account Planning program. WHEN: THURSDAY, 2/13 AT 11AM PT.

Account 108

Account Revenue Webinar Metrics Exercises 108

Zoominfo

MAY 31, 2022

Account-based marketing (ABM) is now table stakes for B2B marketers and salespeople looking to hit — and exceed — their goals. In fact, a recent survey of marketing leaders found broad agreement that ABM programs produce better pipeline growth, revenue growth, and return on investment than competing approaches.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

Product Management University

APRIL 17, 2024

If you want to create a revenue plan with sales that gives you a more realistic chance of hitting your revenue targets, give some thought to a broader market strategy where each product plays a role versus a marketing plan for each product. On the surface, that means your revenue should be growing by at least 19.1%

Revenue 59

Revenue Scale Segment SalesForce 59

No More Cold Calling

JULY 13, 2017

It’s common knowledge that revenue is a lagging indicator. You can’t manage revenue. Then why are so many account based selling teams given revenue targets and let loose? Revenue can be measured but not managed. Weekly metrics for each account based sales rep roll up into monthly and quarterly metrics.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

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 105

Account Objections Revenue Sales 105

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 Resources 52

Adaptive Business Services

JANUARY 24, 2024

What are some of the general company benefits from a well managed CRM … Increased revenues. Revenues are the lifeblood of your business. Predictable revenues. It’s pretty difficult to budget for expenditures without a good forecast of expected revenues. Who owns what account? Predictable revenue.

CRM 71

CRM Revenue Company Hiring 71

No More Cold Calling

APRIL 27, 2017

What’s the best approach to account segmentation? How should sales leaders segment accounts for their account-based sellers? In other words, which companies bring in the most revenue? Your biggest clients aren’t always the most strategic accounts. revenue, pipeline, margin, growth, trends, etc.)

Account 185

Account Lead Rank Lead Scoring Decision Maker 185

Sandler Training

JUNE 18, 2020

The post Major Account Revenue Forecasting for 2020 appeared first on Sandler Training. “The Critical Elements of Proactive Client Retention” is the most recent Sandler Research Center survey project, which closed to survey participants on May 31.

Forecasting 69

Forecasting Account Revenue Survey 69

Tenbound

AUGUST 15, 2022

When SDR teams use gifting as an outreach strategy, there are three typical outcomes: High-Impact: Gifts establish relationships and convert to revenue Low-Impact: Gifts are acknowledged but barely affect revenue Negative-Impact: Gifts are perceived poorly and lower conversion rates High-impact gifts get posted on LinkedIn and are cheered on by teams (..)

Revenue 100

Revenue Account How To LinkedIn 100

Partners in Excellence

AUGUST 25, 2023

The rise of SaaS and other subscription based businesses has created a series of discussions around “recurring revenue” and how those business models differ from non SaaS or subscription based revenue models. The initial sale, often produces zero revenue, we create a design win.

Outsourcing Services 86

Outsourcing Services Revenue Account Based Marketing Vendor 86

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 Maximizer Retention 62

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).

Account 105

Account Conference Exact Video 105

Hubspot Sales

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. But where should you start implementing AI in your specific account executive role? Account executives can spend hours on end researching prospects. Say I'm an account executive and want to send a follow up email.

Account 74

Account Lead Rank Lead Scoring Ideal Customer Profile 74

Pipeliner

DECEMBER 2, 2022

Pipeliner’s Groundbreaking Revenue Intelligence. In my last blog, I introduced Piperliner’s new Revenue Intelligence Loop. Revenue Intelligence. First of all, what can revenue intelligence do for your organization? The rapid road to a closed sale is only through revenue intelligence. Historical Data.

Revenue 98

Revenue Forecasting Lead Rank Quota 98

Revegy

OCTOBER 18, 2023

In the competitive B2B landscape, focusing on specific high-value accounts has proven to be a vital strategy for long-term success. Key accounts are identified as a company’s most valuable clients. They are the most likely to bring in big chunks of revenue and build lasting relationships.

Account 64

Account CRM B2B Competition 64

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. Sound familiar? Who are your best customers?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

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 130

Account Lead Rank Ideal Customer Profile Decision Maker 130

Janek Performance Group

JULY 25, 2023

As such, they often prioritize new accounts. Clearly, in times like these, organizations cannot just rely on new business to generate revenue. This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts.

Account 62

Account Decision Maker How To Course 62

Zoominfo

JULY 5, 2022

This makes routing marketing leads to your sales team a critical step for driving revenue growth. A modern routing strategy that’s built for revenue growth includes three main elements: Integrated account-based selling tools The ability to route any object (e.g. Enriched data creates better lead-to-account matching.

Lead Rank 130

Lead Rank Lead Scoring Revenue Leads 130