From my point of view, people have been greatly misled by the SaaS industry throughout the years. It has prioritized lead and opportunity management over account management.
Let’s now take up another foundational aspect of account management and sales itself: quotas and forecasting.
How does application integration tie into account management? We’ll bring it back to a salient point we made in our last article, which was that all departments need to work together to achieve a 360-degree view of the customer.
I’ll begin by pointing out that account management is a team sport. It must be supported from the top-down, on a company-wide basis.
I’m discovering, as I dive deeper into account management in creating these articles, that within B2B organizations the lack of account management is quite widespread.
The importance of account management - obtaining new accounts is far more costly than maintaining and expanding existing accounts.
For any company involved with sales, account management is crucial and requires a vastly different skillset and toolset than winning new sales.
As there are many, many books on sales management, so there are endless publications, articles, and blogs on the subject of lead generation. This article is about how to handle leads as they’re coming in, and the basics of establishing your lead management.
Let’s take a look at the crucial role that CRM is playing in this transformation, and why Automatizer is, for the future, the core of our CRM product.