Customer Success - Skaled€¦ · Account Executive Playbook SALES PLAYBOOK FOR [COMPANY NAME]...
Transcript of Customer Success - Skaled€¦ · Account Executive Playbook SALES PLAYBOOK FOR [COMPANY NAME]...
Austin823 Congress Ave, Suite 1550Austin, TX 78701
New York City270 Lafayette, Suite 208New York, NY 10012
(917) [email protected]
Customer Success
ACCOUNT MANAGEMENT PLAYBOOK FOR ACCOUNT MANAGERS
Contents
1
2
3
Coaching & measurement- Metrics - Quarterly business review
scorecard
Account strategy- Account tiers- All accounts
Training materials- Account planning training:
Getting to know your accounts
- Growth strategies & QBRs: Strategies for growth + relationship building
- QBRs: Running an effective QBR
Contents
1 2
3 4
6 75Plans, cadences, & KPIs for AMS
Getting to know [company]
Account tiers & strategies
Account transitioning & onboarding
Managing renewal & upsell
SLA with salesQuarterly business review
Austin823 Congress Ave, Suite 1550Austin, TX 78701
New York City270 Lafayette, Suite 208New York, NY 10012
(917) [email protected]
Account Executive Playbook
SALES PLAYBOOK FOR [COMPANY NAME]
Contents 1 Getting started at [company name]
2 Getting to know [company name]
3 Sales process
4 Ideal client profile & buyer personas
5 Discovery process
6 Worldview alignment, process agreement & demo
7 The proposal
8 Emails, cold calls, & social handling
9 FAQs & objection handling
10 Small & large opportunities
11 Account management handoffs
Austin823 Congress Ave, Suite 1550Austin, TX 78701
New York City270 Lafayette, Suite 208New York, NY 10012
(917) [email protected]
SDR/BDR Playbook
SALES PLAYBOOK FOR [COMPANY NAME]
Contents 1 Getting know [company name]
2 SDR workflow & sales organization structure
3 Ideal client profile, buyer personas & competitor analysis
4 Emails, cold calls, & cadences
5 LinkedIn handling
6 Discovery
7 Sales handoff & Salesforce stages
8 Sales talk track & objection handling
9 Qualifying & probing questions
10 Day in the life
11 Key KPIs, activities, & technology
Austin823 Congress Ave, Suite 1550Austin, TX 78701
New York City270 Lafayette, Suite 208New York, NY 10012
(917) [email protected]