Veloxy

JUNE 23, 2021

These reps spend their days reaching out to prospects, qualifying them and building relationships by helping clients solve their business problems. This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. 3: Account Managers. These guys need to be able to do it all.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Hubspot

APRIL 27, 2023

Account Executive When sales reps show potential for growth and get enough experience creating sales, they often take up the role of an Account Executive (AE). The job of an AE is to close deals by following up on the qualified leads that SDRs generated.

Account management 76

Account management Commission Contract Sales 76

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? This is closely related to the previous question: long-term affiliate success depends on relationships and branding. Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate.

Contract 91

Contract Cross-sell Territory Niche 91

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. Today we can start to change that.

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. I’ve seen a few exceptions, and personally closed Google after a year-long unpaid pilot. And it was early.

Price 109

Price Contract Referrals B2B 109

Gong.io

JULY 11, 2022

Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Search Engine Land

FEBRUARY 15, 2024

They’ve worked with hundreds or even thousands of clients in many industries. And, because SEO agencies work with many clients, they avoid the tunnel vision that an in-house SEO can be vulnerable to. Will have the advantage of working closely with other team members within the company. So there’s less guesswork.

Consult 117

Consult Clients Engineering Service 117

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. Plus, they get to travel.

Negotiate 52

Negotiate Territory Contract Technique 52

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 individual clients, we can ask, “What was it that the customer wanted to achieve originally? Renewal opportunities occur when a customer’s current contract comes to an end.

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. You’re excited to be closing your first customers. AE has a deal that is getting close to closing.

Clients 56

Clients Service Customers Start-ups 56

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. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 111

Education Contract Pipeline Gaming 111

Sales Hacker

SEPTEMBER 20, 2022

Managing Partner at CGI Executive Coaching. VP of Account Management in life sciences industry, leading a team of 85. Clients canceling events, reducing spend, and failing to make payments. Early termination or cancellation of contracts. Get close to your customers. Hilmon Sorey. Cherilynn Castleman.

Real Estate 81

Real Estate Clients Account management Up-sell 81

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Client Engagement.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

PandaDoc

APRIL 3, 2023

This way, new sales reps are able to concentrate on their clients instead of on memorizing scripts or detailed technical information, which helps them be better listeners and connect with customers more efficiently. In it, you can also add information about all the proposals , quotes , and contracts your salespeople should use.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Sales Hacker

FEBRUARY 14, 2022

Set MB targets for SDRs instead of SQOs as the accounts we wanted them to work were already defined . Pivoted away from having CSMs for SMB, replacing it with a support team to close tickets faster. And even when you do, the deadline to close will be around a month. So how did the team react to the changes?

Legal 84

Legal Cold Call Contract Inside sales 84

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. Contract questions. Never comment on a contract or proposal over email. Things to Say On the Phone. “I

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Gong.io

JULY 27, 2022

Today’s high-performing revenue teams are those who are focused heavily on retention, not just new client acquisition. Does the client (or specific user segments within the company, like managers) require additional training? Of course, there’s no ignoring the obvious opportunity to continue developing the client relationship.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Engage Selling

MAY 3, 2013

Too often when looking at a sales team’s success, managers only look at the actual sales (the closing of the business). If you have no sales closing today, it indicates that your team has not been performing well for months. Number of new (first) client meetings per month. Proposal to closed ratio. Annual quota.

Contract 88

Contract Quota Pipeline Sales 88

Sales Hacker

OCTOBER 16, 2019

For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. When we succeeded, it was because of the process and close communication we built between sales and customer service. You have to be sure the customer will renew.

Service 50

Service Process Contract Sales 50

Openview

APRIL 3, 2018

This sales rep knew his clients didn’t need that module and wasn’t going to force it on them. Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one. You need to decide what you are optimizing for – new logo acquisition, deal size, multi-year contracts, payment terms, etc.

Commission 72

Commission Account management Quota Sales 72

Miller Heiman Group

APRIL 9, 2019

Sometimes they remain silent in discussions and actively work against you behind closed doors. Sometimes, to win a long-term relationship with a large client, you’ll need to make some sacrifices. Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms.

Territory 92

Territory Account management Price Contract 92

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? They sure do.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Salesmate

OCTOBER 26, 2021

Farmers drive revenue from the existing clients, sometimes through encouraging upgrades to higher plans of their services. Build a force that close together! Here are some of the roles suitable for a farmer salesperson’s personality type: Account manager/ representative Customer service representative Inside sales representative.

Represent 52

Represent Sales Angle Account management 52

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. What clients do you need questions answered? Close More Deals.

Sales 123

Sales Contract Consult Inside sales 123

Lead Fuze

DECEMBER 31, 2021

Companies with strong account-based marketing teams can really take advantage of the fact that they are able to structure their sales team by customer or account. This means that each individual is better equipped for dealing with a specific client, which will lead to meeting those needs. Industry & Vertical Structure.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

The 5% Institute

APRIL 8, 2020

A Customer Success Manager is the person who comes into play once the sales process and conversation are complete, and the potential client has signed the agreement – and now an actual client. Their role is to help with the on-boarding process, so that the client succeeds using your product or service.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

Engage Selling

MAY 3, 2013

Too often when looking at a sales team’s success, managers only look at the actual sales (the closing of the business). If you have no sales closing today, it indicates that your team has not been performing well for months. Number of new (first) client meetings per month. Proposal to closed ratio. Annual quota.

Contract 48

Contract Quota Pipeline Sales 48

Sales Hacker

MARCH 3, 2021

Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. First off, instead of drawing lines in the sand which determine which team manages a client during each stage of your funnel, you could bend the rules. There’s no friction whatsoever.

Process 76

Process Assembly Line UX Drivers/motivators 76

Hubspot

MARCH 6, 2018

Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. The close is what every salesperson works toward. What is a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

PandaDoc

MAY 8, 2020

Start uploading and sending documents for eSignature completely free to maintain momentum and close fast. Create an account. Support Options: Email support, knowledgebase, training sessions, account manager. Customers can review proposals, quotes, and client updates with a single click. Get started today.

Account management 52

Account management Government CRM Legal 52

ConversionXL

NOVEMBER 13, 2019

I asked more than a dozen successful agency CEOs to share how they’ve navigated critical moments—getting started, landing (and keeping) clients, scaling teams, and marketing their agency. Client retention hinges on relationships—and the people who maintain them. Landing that first big client. The formula has worked for others.

Referrals 110

Referrals Clients Networking Growth 110

Hubspot

FEBRUARY 27, 2016

It's very easy to find yourself putting together a beautiful project scope or proposal that painstakingly details every requirement the client has mentioned during your sales calls. The problem is, once the project kicks off, you're going to find yourself dealing with many, many things the client did not explicitly state.

Negotiate 52

Negotiate Contract Pipeline Clients 52

Lead Fuze

AUGUST 12, 2021

Episode 088: Why Social Selling is About Opening, Not Closing. Episode 31: Mastering Account Management as a Sales Professional. Episode 55: How to Keep Your Clients Engaged and Motivated. The Right Mindset to Attract Clients . Hundreds of episodes to help closers close better. Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SaaStr

APRIL 30, 2022

With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. And account management, which is basically around for retention and also upsell of different products. These are fundamentally different models. It depends on the product.

Price 92

Price Launch X-functional Contract 92

Sales Hacker

AUGUST 18, 2023

The sales motion may also look more like a Land and Expand which also requires a bit of diff skillset (although could have an account management team on that). CS…this also changes as you’ll probably have a much smaller ratio of CSM to clients. Needs more pre sales support. Also CSM’s will be more high touch, value driven.

GTM 68

GTM Up-sell Price Start-ups 68

PandaDoc

APRIL 25, 2023

Only offers annual contracts with no opportunity for early termination. Bot sessions increase to 5,000 per month and Freshsales will also provide you with a dedicated account manager. You can easily manage leads and existing clients, make and track appointments, and create and analyze sales pipelines.

CRM 52

CRM Pipeline Sales Appointment 52

Lead Fuze

AUGUST 5, 2021

Blogger Blurb: Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. Content is catered towards sales reps and sales managers alike. The Gist: . Strong opinions from Heather.

Negotiate 98

Negotiate Sales Retail B2B 98