Dominique Levin, Jacco van der Kooij, Winning by Design
3.2 Account Management While there are very successful customer success teams that close deals, it is more common to have sales step back in to work on the expansion of the account, especially when it involves new stakeholders. (Location 1171)
Whoever is responsible for selling more to existing customers, we recommend The SaaS Sales Method for Account Executives: How to Win Customers for strategies. (Location 1174)
EXPANSION KEYS FOR THE ACCOUNT MANAGER/CSM TEAM: Account Manager develops the game plan for the customer to achieve consensus. Account Manager confirms the org structure and compiles data based on previous research. Marketing builds a content map. Executives are presented with the plan and their role in it. Account Managers orchestrate the execution of the plan. (Location 1262)