Tag: Saas
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The Sales Engineer in the Saas Sales process
This post is for Saas Companies that sell to three of the four primary target markets. I will use the following definitions of a target market. Consumer (B2C): Products and or services directly between a business and consumers who are the end-users of these products or services. You market to the person as a…
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Your Customer Success Manager is not an Account Manager
In this post, I want to discuss the Account Manager and the Customer Success Manager. Who are they, and why do you need both? We have seen an acceleration in Companies transitioning to SaaS, aka Cloud. As stated by Laurie Wurster, Gartner Research Director, “Customers have moved from buying or leasing technology to buying IT…
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How to create an Account scoring model.
In this short post I want to review the what an Account Score is and what elements that you want to include to develop an Account Scoring Model. First, we need to define what a Lead Score is, and how that can influence and build the Account Score. A lead score is based on an…