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hKLoveCraft

Strategic Account Manager

Contributor

Account Manager > Account Executive

Been in SaaS sales for 6 years with 5 of it being in Ed Tech, the other year ERP.

I keep getting told by my supervisor that my communications are super salesy, but we have a looming upsell goal and I've seen 12/12 years of success in sales but this year I'm at 40% to goal. 

should I look at transitioning from an Account Manager to an Account Executive or should I proceed with restructuring my entire sales communications to focus on non-sales client support management. 

my heart says I'd find more value out of continuing my role as an Account Manager, but I'd kill it as an Account Executive. 


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poweredbycaffeine
WR Lieutenant
7
☕️
Your boss can suck a lemon. Upsell is selling, and all activities to serve your account are in service of gaining increases at renewal and throughout the contract period. Sounds like your boss needs a new role.
GDO
Politicker
0
BDM
This was drilled into me a few years ago. I was servicing my clients and not upselling them.
Kosta_Konfucius
Politicker
5
Sales Rep
12 years of success is probably a tell of what you are doing works, and the current FY is a fluke are a slow start
m22
Executive
2
Account Executive
thhis
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
Where do you want to be? You've been doing great for 12 years - one year starting short in today's economic environment is not an indicator of your expertise.
CuriousFox
WR Officer
1
🦊
Correct. Boss has a problem.
Diablo
Politicker
4
Sr. AE
You answered your question, do what your heart says. If a set of people give me that feedback, I would consider but one person - naah especially when I have been successful for over a decade. If you feel tweaking communication can get you more deals, no harm in experimenting but as caffeine mentioned upsell is selling as well, you will be caught hold of if you don’t meet your target. All the best !
TennisandSales
Politicker
3
Head Of Sales
If your boss expects that customers will just ASK you to buy more, by just answering questions they are wrong.

if the job of AMs (in my mind) to help show the customer the additional value they would get if they used MORE of the platform. and this requires you to ask for the business....you know, sales!
Justatitle
Big Shot
2
Account Executive
Do what is going to make you happier is the best advice I can give.
Gasty
Notable Contributor
2
War Room Community Manager
Keep the upsell goal aside for a moment. Do you think your communications are super salesy, @hKLoveCraft?
hKLoveCraft
Contributor
1
Strategic Account Manager
I can see where they come off as super salesy from a client perspective. But at the same time I’d want my AM telling me about solutions from an organization I’ve already invested in.

I guess I think there’s a conflict between me over communicating my passion for the product and my want to help provide a solution.

Even if it’s not our solution I’ll suggest 3rd party to help in anyway I can. But can also see the power of “less is more” in the sells cycle. I can also see the value in not pushing the sale so they come back to me first instead of asking a third party.

But I also know if I’m not closing I’m not cashing checks.
Maximas
Tycoon
1
Senior Sales Executive
What do you think you would perform better at, your passion is going to which more, which more skills do you have to handle each position, depending on the answer that should be your choice,good luck.
Yetis
1
Sales Manager/Leader
Honestly .. I fear that cold calling and new business sales will be toast in 10 years.

Company’s are shifting towards product lead growth strategy’s. Which has more emphasis on upselling and increasing rev through current customers. On top of that, company’s continue to shift to more automated approaches. Think of the techs now. You have email systems that can send sequences out to 5000 per week and now a chat AI like ChatGPT is taking over.

More companies will have automated sequences going out to attract customers using AI techs. They’ll then have more emphasis in customer growth and retention
hKLoveCraft
Contributor
0
Strategic Account Manager
So really the old inclination of wheeling and dealing is dated. The real ticker moving forward to the future is the relationship with the client for growth and retention

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