The only CRM with effective Account Management built-in
Account management requires planning, resources, time and energy
The core concept of account management is that winning a new account is more costly and difficult than maintaining and upselling an existing account. Account management maintains customers beyond the basic SaaS approach, which only pays it “lip service” through a single Customer Success Manager. Account management also needs to be embedded in CRM—and we have now greatly expanded Pipeliner’s account management capabilities.
We are the first CRM vendor worldwide to include account management in the core system.
The Account Management site is divided into nine focus areas…
Account Management › It's Why We Innovate
To retain or grow customers, you must continue to innovate in ways that they value.
“A customer is the most important visitor on our premises. He is not dependent on us. We are dependent on him. He is not an interruption in our work. He is the purpose of it. He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so.”
Account Management Fundamentals
Account management has to do with the size of the account, planning how much revenue you expect from the account, plans for enlarging the account, and strategies for cross-selling and upselling.
Of course, research must occur before planning, so that you understand which account even makes sense to plan for.
Some accounts have high potential, and others low potential. You must look over your accounts, and decide which are strategically important.
Symbiosis of Humans and Machines
In sales in today’s ultra-competitive digital age data accuracy is everything. This is key to the symbiosis between human and machine.
Defined Sales Roles
We have more defined sales roles today: inside & outside salespeople, technical specialists, client managers, account executives, business managers, etc.
Power of Focus
Different strategies and skillsets are required for generating new business as opposed to expanding existing accounts.
CRM is no longer what you feed it—it’s what the system feeds you – allowing you to engage, communicate, and interact with your prospect or customer.
Effective Account Management Requires Focus on Key Areas