Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. We of course help them with this endeavor, but after deep analysis, we almost always observe a large untapped opportunity for growth within their current customer base.

Cross-sell 104

Cross-sell Customers Growth Contract 104

SalesPop

MARCH 20, 2022

Brent Keltner is the president of Winalytics, and he has created the Winalytics Value-Driven Growth Methodology. Renewals and incremental expansions become as crucial to growth as the net new. This is much more than a simple maintenance role nowadays, so they have to work closely with their sales manager.

Customers 98

Customers Contract Sales Account management 98

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Uncover and leverage revenue growth opportunities.

Customers 74

Customers Contract Cross-sell Account management 74

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Save them for when growth truly slows. Account management it’s same work. A good reminder on Free.

Price 117

Price Contract Referrals B2B 117

Veloxy

JUNE 23, 2021

Sure, it may seem challenging at first, but assembling a winning sales team is key to bolstering the growth of your business. 3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Pop!

APRIL 11, 2024

At the start of a business relationship with a new account, you bring members of the sales and delivery teams together to meet with the new client to ask what’s most important to them. The contract is signed. a bad idea with new major accounts. Think about that moment. The business is won. The honesty needle points way up.

B2C 52

B2C Clients Contract Account management 52

Search Engine Land

NOVEMBER 13, 2023

This can seriously stunt your agencyʼs growth since recurring client revenue is fundamental. Establishing a referral partnership and leveraging their growth for testimonials can turn this situation into a positive opportunity. This contract outlines services provided, performance targets, backup strategies, and contact hours.

Clients 99

Clients Objectives and Key Results Referrals Non-Profits 99

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. She had previously spent time as an account manager at businesses like Cision and Medallia. Read more here.

B2B 96

B2B Account management Contract Technology 96

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 89

Customers Account management Real Estate Contract 89

Smarter With Gartner

AUGUST 24, 2021

Download now: Strategic Roadmap for Accelerating Sales Growth. Term-based contracts’ costs are fixed and based on access not usage. A new contract results in a new revenue stream, but the resale opportunity occurs at the end of a predetermined time period, not the product’s end of life. What is a subscription business model?

Contract 59

Contract Commission B2B Account management 59

Partners in Excellence

FEBRUARY 17, 2024

These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled. And when I look at opportunities for step function growth or innovation, the failure to exploit them is a result of Missed Diagnoses.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For product-led growth teams, onboarding sequences are generally automated. Customer success KPIs for measuring retention and growth. Defining customer success and measurements .

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

FEBRUARY 28, 2022

Upgrade alignment between Customer Success, Account Management, and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. It’s time to start putting the pieces into place for even stronger growth in 2021.

Quota 98

Quota Sales Contract Start-ups 98

SalesLoft

JULY 10, 2023

Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using. Automates support workflows that promote customer retention with a trigger based on the contract end date. They have the potential to create enormous revenue.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. If Acme Corp is spending $20,000 and companies like it are spending $100,000, we know there’s room for growth in the account.

Education 110

Education Contract Pipeline Gaming 110

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals.

Negotiate 52

Negotiate Territory Contract Technique 52

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. You’ll need a couple of folks in sales ops just to keep up with the team and growth.

Non-Profits 96

Non-Profits Growth Appointment Sales 96

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. ” — Claire Gunter, Sr Partner Account Manager, Algolia. “Simplicity. In everything. In your messaging.

Closing 134

Closing Process Contract Price 134

Heinz Marketing

MARCH 6, 2019

The vast majority of companies will continue to have an inbound or demand model and an account based model, with account based efforts shifting the customer mix and becoming a driver of incremental growth. Where is the role of customer success and account management in account-based success – either now or in the future?

B2C 73

B2C Drivers/motivators B2B Account management 73

Hubspot

JUNE 6, 2019

The next step in your career growth is as senior sales analyst. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. You might also work directly with the legal team to iron out proposals and other contract initiatives. The good news?

Finance 78

Finance SQL Strategize Account management 78

SaaStr

NOVEMBER 23, 2019

Upgrade alignment between Customer Success, Account Management and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. Support the team with your gravitas as CEO. This always helps.

Quota 89

Quota Sales Contract Closing 89

Gong.io

JULY 27, 2022

Plan for future growth or changes. Now, you’re going to look at what you can do to support your customer’s growth in the upcoming quarter. Ask: “Could you tell me a bit about your growth plans and future goals moving forward into the next quarter?”. Identify churn signals and growth & upsell opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Engage Selling

MAY 3, 2013

KPI’s for Account Management and client retention / growth. Average client growth year over year. Depending on your business, you may have additional KPIs to take into account. A company with multi-year contracts and varying usage would measure contract value versus actual contract spend, for example.

Contract 88

Contract Quota Pipeline Sales 88

PandaDoc

MAY 30, 2019

It hinders accurate forecasting, hurts team morale, and slows growth. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Send better contracts. If that happens, it could be because your process for sending proposals and contracts is clunky and outdated. Send better contracts.

Contract 75

Contract Negotiate Strategize Sales 75

Highspot

JANUARY 6, 2021

Now you can build, segment and mix modules to ensure all parts of a program are directly applicable for, say, account managers, solutions engineers or business development specialists. This is an incredible opportunity to prevent wasted resources, enhance employee satisfaction, improve consistency, and unlock growth.

Contract 52

Contract Technology Technology Pitch 52

Partners in Excellence

OCTOBER 27, 2013

We may want to increase customer satisfaction, both to drive retention–perhaps we have contracts we want to renew—and to drive growth. Account planning and account plans are important. ” Then we have to look at our plans and actions to execute this part of the plan.

Account management 96

Account management Strategize Contract Contact 96

Engage Selling

MAY 3, 2013

KPI’s for Account Management and client retention / growth. Average client growth year over year. Depending on your business, you may have additional KPIs to take into account. A company with multi-year contracts and varying usage would measure contract value versus actual contract spend, for example.

Contract 48

Contract Quota Pipeline Sales 48

SalesLoft

JANUARY 31, 2019

This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel. So, what metrics are really important to measure? For closers, this is bookings.

Sales 53

Sales Drivers/motivators Price Pipeline 53

Lead Fuze

DECEMBER 31, 2021

For this model to work, the company needs a higher volume of deals in order for it to have an effect on growth. CASE IN POINT: Acquisition needs: To grow revenue, sales development reps need to find business for account executives. CSM: Customer Success Manager Manages customer retention and satisfaction.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

SalesHandy

JULY 12, 2022

Quantitative data is derived from collecting information through Sales Development Representatives (SDRs), internal stakeholders, and account managers. Some examples of firmographic attributes include revenue, number of employees, market share, growth potential, organizational structure, etc. Wrapping Up.

Customers 59

Customers Cross-sell Represent Contract 59

Highspot

JUNE 22, 2021

This approach requires an acute understanding of who your buyer is and what issues are inhibiting growth at their organization. One technique critical to creating a lasting partnership is to nail the handoff between account executives and customer success or account managers.

Technique 82

Technique Negotiate Cross-sell Sales 82

Sales Hacker

JANUARY 5, 2021

So we’ve managed to scale quite impressively. Well, congratulations on the success and the growth. Kata Nyitrai: They were hyper-growth environments. And it happened to a couple of people that after four or five months, they could really end up in a key account manager position. Sam Jacobs : Wow.

Cold Call 92

Cold Call Start-ups Finance Up-sell 92

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism.

Process 108

Process Negotiate Contract Legal 108

SaaStr

JULY 24, 2019

We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. First up, hiring well.

X-functional 54

X-functional Engineering Clients Start-ups 54

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. Best 3 Episodes: 3 Crucial Questions to Help Focus Your Growth Efforts. is the CEO of M3Jr Growth Strategies. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. Anyone in the inside sales camp should find something of value.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SaaStr

MARCH 10, 2020

We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. Our service model is fairly unique. We are not a software business. We’re just out.

Government 79

Government Up-sell Contract X-functional 79