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) 258-0911info@skaled.com

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) 258-0911info@skaled.com

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) 258-0911info@skaled.com

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) 258-0911info@skaled.com

Questions?INFO@SKALED.COM